Business Development Manager

About the role

This is a hands-on, customer-facing sales role. You'll sell professional services and SaaS subscription products to a broad range of customers across enterprise, SMEs, government and institutional buyers, manage opportunities from first contact through to close and renewal, and help win new work through proposals and tenders. The role suits an experienced salesperson who enjoys building relationships, running a disciplined pipeline, and working across more than one product line. You'll be commercially astute, self-driven and reliable in execution, with direct access to the founders and a real say in how we sell.

Key responsibilities

• Proactively identify, develop and convert new business opportunities across SaaS products and services

• Build and manage a healthy pipeline in HubSpot or similar through consistent prospecting, customer engagement and follow-up

• Run product demos and capability briefings for senior execs

• Qualify and convert inbound enquiries from campaigns and referral network

• Consult with buyers to understand their requirements, shape the right offer and close

• Take ownership of opportunities and ensure timely progression from enquiry through to signed deal and delivery handover

• Develop and maintain strong long-term relationships with clients across government, institutional and corporate sectors

• Manage renewals, upsells and a portfolio of key accounts

• Draft and coordinate RFQ and tender responses, and write proposals that win work

• Represent the company at conferences and industry events

About you

• Proven success in B2B or B2G sales, business development or account management, ideally across SaaS, digital products or professional services

• A track record of closing deals and hitting targets, with the patience for longer government and institutional sales cycles

• Highly organised, with strong pipeline and opportunity management discipline

• Strong writing skills to turn a conversation into a solid proposal or tender response

• Comfortable presenting to senior stakeholders, including government audiences

• Self-motivated and able to work autonomously while managing product sales, inbound enquiries and bid deadlines at the same time

• Comfortable learning new products, industries and sales systems

• Experience selling to government, institutions and enterprise buyers is highly regarded, as is HubSpot experience

About us

What Works partners with organisations end to end across digital innovation and growth. We operate through four pillars: growth & marketing, product & tech, strategy & advisory, and ventures. We take clients from strategy through to build, launch and scale. Alongside our services, we support a growing portfolio of SaaS products and ventures used by government, small business and corporate clients in Australia and internationally.

Benefits

• Competitive base salary + commission options

• Hybrid working from Canberra base

• Variety across SaaS products, services and ventures rather than a single product line

• Direct access to decision-makers and a real say in how the company operates

• Career development and growth opportunities

• Professional development budget