Business Development Manager

WHAT YOU'LL LOVE DOING

We are hiring a Business Development Manager to open net new mid-market accounts across Australia and build recurring revenue (MRR and ARR), with AI as the sharp end of the spear. You will be supported by marketing yet equally comfortable and driven to build a book of business from a blank page, start the conversations most vendors are still too slow to have, and lead with the AI outcomes CIOs, CISOs and CFOs are actively trying to figure out right now. You lead with the AI outcome, earn the conversation, then expand it into the wider work Insentra does best, converting one-off wins into recurring MRR and ARR that compounds.

This is a hunting role. You will hear 'no' often, and you will love the ones that turn into 'yes.' Your main responsibilities include:

• Owning the full cycle, from a cold prospect you found yourself to a closed engagement, and back again for the next one.
• Owning and managing leads which come in from either our partners or marketing initiatives
• Self-sourcing your pipeline through high-volume, high-craft outbound across email, LinkedIn, phone, video and social, triggered by real buying signals rather than spray-and-pray.
• Opening direct conversations with decision-makers and holding your own with a CIO, a CISO and a CFO in the same meeting.
• Leading with our proprietary AI Momentum Journey as your door-opener then growing the account across the wider portfolio: Microsoft Copilot, agentic AI and Agent 365 including AI adoption and security and governance, which will lead you to Microsoft modern work, device and endpoint management.
• Building recurring revenue (MRR and ARR). Alongside the AI-led expansion motion, you originate the Managed Services and annuity engagements that convert a first win into monthly recurring revenue and annual contract value. You hunt these deliberately rather than waiting for a project to end, because a book of business that compounds is the real prize.
• Carrying two numbers. You own a net new logo target and a net new ARR target, and you actively manage the mix of one-off project revenue versus recurring MRR and ARR in every deal you shape.
• Orchestrating delivery behind the scenes. You sell the outcome while Insentra's engineers and wider ecosystem, partners included, build and de-risk it, so you are never selling something you cannot deliver.
• Running a clean pipeline whose CRM tells the truth, whose next steps are always current, and whose forecast people can trust.
• Selling like an AI-augmented operator, using AI to research accounts before you touch them, personalise outreach at a volume and quality a traditional seller cannot match, and keep administrative drag off your day so your hours go into live conversations.
• Feeding the machine by bringing back what you hear in the market, so we sharpen the offer and the messaging around you.

This role carries a double meaning, and that is the whole point. You sell AI outcomes, helping Australian organisations move from talking about Copilot and agentic AI to safely putting it to work. You also sell like someone who has already made AI their edge and knows how to leverage the tools we have. Being comfortable with AI is table stakes here, and we want someone who will help set the standard for how Insentra sells.

HOW YOU'LL KNOW YOU'RE WINNING

You own your number and your method. Here is the scoreboard, split into the habits you control day to day and the results those habits produce.

What you control:

• Self-sourced qualified meetings booked each month, against a genuinely cold outbound reality.
• A disciplined multi-channel cadence that lands, measured on quality of contact rather than raw dial counts.
• New qualified opportunities created each quarter.
• Managed Services and recurring-revenue conversations opened each quarter, not just one-off project opportunities.
• Self-sourced pipeline carried at three to five times your target, so ordinary slippage never sinks your quarter.
• Real AI leverage in how you research accounts, personalise outreach, and keep your pipeline current.

The results:

• Net new logos closed and net new ARR: the new annual recurring revenue you sign, alongside new-logo revenue.
• Win rate and meeting-to-opportunity conversion.
• Pipeline velocity and time to close.
• Average deal size and recurring-revenue mix: MRR and ARR added, and the ratio of recurring to one-off revenue in your book.
• Book-of-business ARR growth: the recurring revenue base you build and retain across the year, and how far you spread an AI-led entry into the rest of the portfolio.

A great first year builds in stages. By month two you can lead with the AI story, steer a discovery conversation, and book your own meetings while managing leads given to you. By month four you have opened accounts nobody handed you and closed early wins that prove the motion works. By month twelve you have a book of business that is yours: net new logos won, a growing base of recurring MRR and ARR, a pipeline with real coverage, and a track record that makes the accelerators in your comp plan start to bite. The best in this seat will be measured as much by the recurring revenue they build and the depth of the relationships behind it as by the number at the bottom.

SKILLS & EXPERIENCE

You might be one of two people, and we genuinely want to hear from both.

The hungry, high agency hunter - Three to five years in, you have already carried a new-business target and hit it. You do not wait for leads; you go and make them. High-volume outbound energises you rather than drains you, a 'no' barely slows you down, and you are probably already using AI to out-work people more senior than you. You want autonomy, a real mission, and an earning ceiling that does not exist.

The more experienced BDM with a network - You have closed complex, multi-stakeholder deals and you have relationships you can pick up the phone to. You see AI-first selling as a way to scale what you already do well. What you want is a proposition worth taking to your contacts, a business that delivers on every promise you make, and comp that pays properly when you overperform.

• A proven new-business track record. You have carried and hit a net new-logo target, you can point to a deal you opened that nobody handed you, and ideally you have grown accounts into recurring, annuity revenue.
• Commercial fluency. You can tie technology to a business result a CFO cares about, and you hold your own with senior stakeholders in the room.
• Pipeline discipline. You keep a clean CRM, current next steps, and a forecast people can trust, and you carry self-sourced pipeline at three to five times target.
• AI as your edge. You already use AI to research accounts, personalise outreach and stay out of administrative drag, and you are ready to help set the standard for how we sell.
• Microsoft ecosystem experience is strongly preferred, though not mandatory. We will always take outcome fluency and hunger over a stack of certifications, so if you can sell a business result and you are willing to learn the technology fast, we want to hear from you.

ABOUT YOU

• Core alignment with Insentra values, #HIT ACES
• High agency, and you own outcomes rather than wait to be handed them
• Resilient, because hunting demands it
• Commercially sharp and comfortable in front of senior decision-makers
• Coachable and always learning, because the tools and the market move fast
• Would rather be judged on what you produce than on how long you have been doing it
• Knowledge of AI and how to apply it in your role to be as efficient as possible
• Comfortable that 9-to-5 is not always the shape of the day, and willing to go the extra mile
• Resident of Australia. We will not be entertaining international applicants

Why work with Insentra?

ONE TEAM ONE DREAM

We want innovators to join us no matter their time zone. We are one global team working towards the goal of becoming the #1 Channel Services Partner in the world. We Dare to be Different and celebrate those differences every day. We are a flexible workplace looking for passion and innovation in our crew. We are here to support your career growth and challenge you to be the best version of yourself, because together we are many and can achieve anything we set our minds to.

HIT ACES

We have a core set of values defining our work and company culture. We live our values of Honesty, Integrity, Trust, Accountability, Celebration, Efficiency and Service Excellence (HIT ACES) internally and with our partners and their clients. We create an outstanding work environment for our crew and aim to be the best versions of ourselves while loving the work we do. At the core of everything we do is ONE TEAM ONE DREAM, and the heart of our culture is created by our Crew.

INSENTRA CREW

The heart and soul of our business is our people. We care deeply for our crew's well-being and their professional and personal growth. We are deliberate and self-reflective about the kind of crew and culture we are building, and we seek innovators who care about supporting each other's growth.

We provide support and access to career-development resources and certifications to expand your skills and enhance your expertise along your career journey. We believe in a diverse and inclusive community of belonging. We empower you to bring your unique ideas to the table and act on them. We value diversity in both backgrounds and experiences. Technology and innovation are universal drivers, and we need people from all backgrounds to help reach our goals. Our crew are empathetic, caring and supportive.

Diversity and Inclusion have always been key to our success. We are an Equal Opportunity Employer, and our crew are people with different strengths, experiences and backgrounds who share a passion for improving the status quo. All our crew's points of view are key to our success, and inclusion is everyone's responsibility.

FLEXIBILITY

We recognise the importance of your life outside of your job. We believe that innovation can happen anywhere and our flexible work environment means, where feasible, you choose where you work. We expect our crew to be accountable for their work and to set their own schedules while taking our clients' needs into consideration. We collaborate and celebrate across time zones because, no matter your geographic location, your success is Insentra's success.

PARTNEROBSESSED

Since 2010 we have grown a channel services business delivering across 27+ countries exclusively through the partner channel. We do not compete with the people we serve and we are always thrilled to take them an opportunity we found. That is why doors open for us, and it is the credibility you carry into every conversation. We are Certified as a Great Place to Work, and we are part of Turnium Technology Group (TSXV: TTGI), with US and UK operations and a growth story driven by the Microsoft suite of solutions, AI and security demand.

WHAT YOU'LL EARN

A competitive base tailored to your experience, commission and accelerators, with the richest accelerators weighted to net new logos and recurring revenue (MRR and ARR), because that is the value you build that lasts. Potential stock options in the holding company TTGI. We would rather build a plan that pays exceptional people exceptionally than one that protects us from your success.

LOCATION

Remote, located in New South Wales or Victoria.

HOW TO APPLY

If you read this and thought 'that sounds like me,' we want to talk. Send us your CV and a short note, and skip the cover-letter clichés. Tell us instead about a deal you opened that nobody handed you: how you found it, and how you closed it. That tells us more than a page of adjectives ever could. We read every application from a real person, and we will come back to you.