" \u003cdiv class=\"ja-job-details\"\u003e \u003ch2 class=\"title\"\u003eBusiness Development Manager (Commercial), Sydney\u003c/h2\u003e \u003cdiv class=\"meta\"\u003e \u003cul class=\"classifications\"\u003e \u003cli data-id=\"19926\"\u003e IT \u0026amp; Telecomms \u003c/li\u003e \u003cli data-id=\"19927\"\u003e Sales Exec / Account Manager \u003c/li\u003e \u003cli data-id=\"19928\"\u003e Sydney \u003c/li\u003e \u003cli data-id=\"19929\"\u003e Permanent / Full Time \u003c/li\u003e \u003c/ul\u003e \u003cp class=\"date-posted\"\u003e 23/10/2026 \u003c/p\u003e \u003c/div\u003e \u003cdiv class=\"description\"\u003e Win new commercial logos in the priority segments (Financial Services, Professional Services, NFP, Health \u0026amp; Social Services) and land them well. The BDM runs the full sales cycle from first contact to signed contract, sells the multi-year per user solutions as an operating model to CxO buyers and hands a clean, well engaged account to the Client Partner at close (or after a handover period).\u003cbr\u003e \u0026nbsp;\u003cbr\u003e \u003cstrong\u003eKey Accountabilities\u003c/strong\u003e\u003cbr\u003e The below are the list of key accountabilities for the Commercial BDM role.\u003cbr\u003e \u003cul\u003e \u003cli\u003e\u003cstrong\u003eOwn net new revenue.\u003c/strong\u003e Carry a new annual GP number and generate the pipeline to hit it. This is a 100 percent net new logo remit.\u003c/li\u003e \u003cli\u003e\u003cstrong\u003eSelf-generate pipeline.\u003c/strong\u003e Build coverage through outbound, referral, partner and marketing sourced motion. Do not wait for leads.\u003c/li\u003e \u003cli\u003e\u003cstrong\u003eRun disciplined qualification.\u003c/strong\u003e Apply MEDDPICC on every large pursuit. Kill weak deals early and protect time for the ones that can close.\u003c/li\u003e \u003cli\u003e\u003cstrong\u003eSell the operating model.\u003c/strong\u003e Position multi-year per user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services. Frame the commercial and business case, not the feature set.\u003c/li\u003e \u003cli\u003e\u003cstrong\u003eLand with attach.\u003c/strong\u003e Maximise products per logo at first sale rather than landing thin.\u003c/li\u003e \u003cli\u003e\u003cstrong\u003eClose and hand off.\u003c/strong\u003e Bring deals to signature and transition the account to the Client Partner with a complete picture of scope, commitments, stakeholders and expansion signals.\u003c/li\u003e \u003c/ul\u003e \u003cstrong\u003eSuccess Measures\u003c/strong\u003e\u003cbr\u003e The below are the list of key success measures for the Commercial BDM role.\u003cbr\u003e \u003cul\u003e \u003cli\u003eAnnual Gross Profit (GP) against quota (primary)\u003c/li\u003e \u003cli\u003eGP credited on multi-year value\u003c/li\u003e \u003cli\u003eQualified pipeline coverage maintained against target\u003c/li\u003e \u003cli\u003eWin rate on qualified opportunities\u003c/li\u003e \u003cli\u003eSales cycle length and deal velocity\u003c/li\u003e \u003cli\u003eProducts per logo at land\u003c/li\u003e \u003cli\u003eMEDDPICC completeness across active pipeline\u003c/li\u003e \u003c/ul\u003e \u003cstrong\u003eCapabilities and Experience\u003c/strong\u003e\u003cbr\u003e The below are the list of key capabilities and experience for the Commercial BDM role.\u003cbr\u003e \u003cul\u003e \u003cli\u003eProven full cycle new logo selling into commercial accounts, ideally financial services, professional services, Not for Profit (NFP) or Health \u0026amp; Social Services\u003c/li\u003e \u003cli\u003eConfident at CxO level with commercial and business case framing\u003c/li\u003e \u003cli\u003eFluent in a structured qualification method (MEDDPICC or equivalent)\u003c/li\u003e \u003cli\u003eComfortable selling multi-year and consumption or per user commercial models\u003c/li\u003e \u003cli\u003eStrong self-generated pipeline discipline\u003c/li\u003e \u003c/ul\u003e \u003cstrong\u003eKey Interfaces\u003c/strong\u003e\u003cbr\u003e Commercial Sales Manager, marketing and lead generation, Deal Desk, pre sales and solutioning, and the Client Partner at handoff.\u003cbr\u003e \u0026nbsp;\u003cbr\u003e \u0026nbsp;\u003cstrong\u003eAll candidates must have full permits to work in Australia.\u0026nbsp;\u003c/strong\u003e \u003c/div\u003e \u003cdiv class=\"apply\"\u003e \u003ca class=\"back-link\" href=\"#\" title=\"Back to search results\"\u003eBack to search results\u003c/a\u003e \u003cinput type=\"button\" class=\"ja-button\" data-job-id=\"932613\" value=\"Apply Now\" title=\"Apply Now\" /\u003e \u003c/div\u003e \u003c/div\u003e "