Business Development Manager

About InDebted InDebted provides future thinking organisations with products and solutions to support overdue consumers through debt. Backed by technology with a human touch, we use machine learning and AI to personalise the collections journey and champion positive customer experiences - all so we can change the world of consumer debt for good. Founded in Australia, today we're a team of over 300 people living and working around the world. We're rapidly expanding throughout North America, the United Kingdom, Europe, Latin America and the Middle East. We are a $50m revenue (and growing) organisation, having recently completed our Series C funding round, backed by leading investors such as Airtree. Now is an exciting time to join the team as we continue to make the experience of debt resolution smoother, and more human.

About The Role The Business Development Manager is a critical driver of InDebted's growth across the Australian market. This senior sales role is responsible for identifying, pursuing, and closing new business opportunities while expanding relationships within our existing client portfolio. You will be the face of InDebted to prospective and existing corporate clients, leading the full sales cycle from initial prospecting through contract negotiation and seamless handover to our Client Success team. Your success will be measured by your ability to drive revenue growth, exceed sales targets, and position InDebted as the partner of choice for innovative collections and receivables management solutions. This is a high impact, target driven role for an ambitious sales professional who thrives on building relationships with C suite and senior decision makers, navigating complex sales cycles, and consistently delivering results in a competitive market. This position reports directly to the Managing Director, Australia - a newly appointed strategic leadership role focused on accelerating InDebted's growth trajectory across the Australian market. As a key member of the Australian team, the Business Development Manager will work in close partnership with the MD to execute our ambitious expansion strategy. This role is instrumental in taking InDebted to the next level - driving market penetration, establishing InDebted as the category leader in innovative collections solutions, and building the foundation for sustained growth across Australia. You will have direct access to senior leadership, significant autonomy in shaping sales strategy, and the opportunity to make an immediate, measurable impact on the company's success. This is a career defining opportunity for a sales leader ready to be part of something transformational.

Key Responsibilities

• Develop and execute comprehensive growth strategies and plans aligned with InDebted's Australian market objectives and revenue targets
• Own and drive the complete sales cycle from prospecting and lead qualification through to proposal development, negotiation, and contract closure
• Identify and map business strengths and customer needs to position InDebted's value proposition effectively
• Build and maintain a robust sales pipeline with consistent coverage of 3 5x quarterly quota
• Research and identify viable business opportunities and income streams across target industry verticals including utilities, telecommunications, financial services, retail, and healthcare
• Conduct in depth market analysis to identify new market segments and customer needs
• Prepare and deliver compelling sales presentations and product demonstrations to senior stakeholders and C suite executives
• Lead complex, multi stakeholder negotiations to secure favourable commercial terms while maintaining strong client relationships
• Achieve and exceed monthly, quarterly, and annual sales targets and KPIs
• Follow industry trends both locally and internationally to identify emerging opportunities and maintain competitive advantage
• Manage and retain relationships with existing clients, serving as their primary strategic contact
• Increase client base through systematic prospecting, networking, and relationship building activities
• Conduct regular business reviews with key clients to ensure satisfaction, identify expansion opportunities, and reinforce InDebted's value
• Address client concerns and escalations promptly, working collaboratively with internal teams to deliver solutions
• Identify upsell and cross sell opportunities within the existing client portfolio
• Build long term, trusted partnerships with clients by demonstrating deep understanding of their business challenges and objectives
• Develop comprehensive, customized business proposals that clearly articulate InDebted's value proposition and demonstrate ROI
• Lead responses to RFPs, RFQs, and tenders for collections and credit related services
• Draft and review commercial contracts in collaboration with Legal and Finance teams
• Ensure all proposals and contracts reflect competitive pricing structures while maintaining healthy profit margins
• Negotiate commercial terms, service level agreements, and pricing with prospective and existing clients
• Ensure all agreements adhere to Australian regulatory requirements and InDebted's compliance standards
• Maintain in depth knowledge of InDebted's product suite, technology platform, and unique value proposition
• Develop and maintain expert level understanding of the Australian collections and receivables management industry
• Stay informed on regulatory changes, compliance requirements, and industry best practices
• Monitor competitor activities, market positioning, and pricing strategies
• Represent InDebted at industry conferences, networking events, and professional forums
• Share market intelligence and competitive insights with Product, Marketing, and Leadership teams
• Maintain accurate and up to date records in CRM system (Salesforce) including all activities, opportunities, and forecasts
• Provide regular sales forecasts and pipeline reports to leadership
• Report on successes, challenges, and areas requiring improvement or support
• Collaborate closely with Marketing to align on campaign strategies, lead generation activities, and content development
• Work with Client Success teams to ensure smooth client onboarding and transition from sales to service delivery
• Partner with Product and Operations teams to communicate client feedback and influence product roadmap
• Help build and train the sales team as InDebted expands its Australian presence

Key Accountabilities

• Meet or exceed assigned quarterly and annual sales quotas
• Maintain minimum pipeline coverage ratios
• Achieve target win rates and average deal sizes
• Deliver accurate sales forecasts with 95%
• Submit all required reports and forecasts on time
• Respond to all client inquiries and internal requests within 24 hours
• Ensure all activities align with InDebted values and compliance requirements

Qualifications & Experience

• Minimum 5+ years of proven B2B sales experience in corporate or enterprise environments
• Demonstrated track record of consistently meeting or exceeding sales quotas and revenue targets
• Experience managing complex, multi stakeholder sales cycles with deal values of $100K+ AUD
• Proven ability to prospect, qualify, and close new business independently
• Strong experience in account management and growing existing client relationships
• Excellent presentation and communication skills with ability to influence C suite executives
• Proficiency in CRM systems (strongly preferred) and Microsoft Office suite
• Bachelor's degree in Business, Marketing, Commerce, or related field (or equivalent experience)
• Legal right to work in Australia
• Background in financial services, fintech, SaaS, or professional services sales (highly desirable)
• Experience in the collections, debt recovery, credit management, or BPO industries (highly desirable)
• Existing network of contacts in target industries (financial services, utilities, telecommunications) (highly desirable)
• Post graduate qualifications or professional sales certifications (highly desirable)
• Knowledge of Australian collections regulations and compliance requirements (e.g., ACCC, ASIC guidelines) (highly desirable)

Specific Requirements

• Valid Australian driver's licence
• Willingness to travel regularly across Australia (approximately % of time)
• Ability to work flexible hours to accommodate client schedules and time zones
• Based in Sydney or Melbourne (preferred) or willing to relocate
• Comfortable working in a fast paced, high growth technology environment

Key Competencies

• Strategic Selling - Develops and executes account plans; navigates complex organizations to identify decision makers and influencers
• Consultative Approach - Asks insightful questions to uncover client needs and positions solutions accordingly
• Commercial Acumen - Understands financial drivers, ROI models, and pricing strategies
• Negotiation Mastery - Achieves win win outcomes while protecting margin and maintaining relationships
• Executive Presence - Communicates confidently and credibly with senior stakeholders
• Persuasive Communication - Articulates value propositions clearly in written and verbal formats
• Active Listening - Seeks to understand before being understood; demonstrates empathy
• Presentation Skills - Delivers engaging . click apply for full job details