Business Development Manager - Primary Schools Melbourne or Sydney (Remote considered for exceptional candidates) Be one of two people who build Wellio's primary schools business from scratch. This isn't a territory rep role. This is a founding position in a vertical twice the size of our existing business - 6,000+ Australian primary schools, almost entirely untouched. You'll be one of the first two people to open that market, and everything you learn will shape not just how we sell, but what we build.About Wellio We believe deteriorating youth mental health is one of the most important problems in the world right now. Schools know it too - they're putting wellbeing into timetables and making student mental health a genuine priority. But teachers trained in maths, English, and history are being asked to deliver wellbeing programs they weren't trained for, while schools hand‐roll their own systems to identify struggling students and deliver support.We're fixing that. Wellio is building the world's first Wellbeing Management System (WMS): a platform that packages the world's best approaches to student wellbeing and makes them simple to teach, measure, and improve, across the full spectrum of care. It shouldn't matter which school you attend. Every student deserves access to the best tools and support.Today, Wellio powers programs in over 700 schools across 18 countries. The primary schools vertical is next, and it's big.What this role actually is You'll run the full sales motion across Australian primary schools - discovery, demos, trials, negotiation, close. But the scope goes well beyond that.As one of two founding team members in this vertical, you'll work directly alongside our content and product teams to shape what the product looks like and how schools deliver wellbeing lessons in practice. The market insights you bring back won't sit in a CRM, they'll inform real product decisions. This is a rare thing in a BDM role, and we mean it.You'll also work closely with the Head of Sales and Head of Marketing on account-based campaigns and product-led growth strategies, and represent Wellio at conferences and events across Australia, meeting school leaders face to face and showing them what's possible.What you'll own:The full sales cycle from first conversation to signed dealA healthy pipeline - this is a high volume role where we'd expect you to open 60+ qualified deals per quarterPipeline strategy - identifying high-potential schools and moving opportunities forward efficientlyConference and event representation across Australia (yes, some travel is involved)Market intelligence - price sensitivities, unmet needs, what's working and what isn't, fed directly to ProductClose collaboration with the other primary schools BDM to maximise coverage and compound what's workingTesting and iterating on outreach approaches - copy, sequencing, channels — and sharing what landsTarget:~$360K Annual Sales Value (exact quota to be confirmed)Who we're looking for We're genuinely open to two kinds of people for this role, and we mean that.The junior sales professional:You've got 6-18 months of tech sales experience (EdTech is a bonus, not a requirement). You know how to run discovery, deliver demos, and close deals. You're strategic about your pipeline and organised under pressure. More than anything, you care about what you're selling - the mission matters to you, not just the number.The educator making the jump:You've spent years in primary schools - ideally as a wellbeing coordinator, admin lead, or school leader, and you're ready for something new. You know exactly how these schools think, what they're struggling with, and how to earn the trust of a Principal. We'll back you with the sales training. You bring the expertise and relationships that can't be taught.Either way, you:Care deeply about young people's wellbeing and what it means for their futuresBuild trust quickly with people who've heard too many pitchesAre resilient and tenacious - this is a new market and a long sales cycleAre excited by the idea of building something from scratch, not inheriting a playbookAre curious about how to use AI tools to work smarter, not just harderAre comfortable travelling and showing up in person at events and schoolsBonus:Familiarity with sales techniques & frameworks like SPIN, Sandler, or MEDDPICC and/or CRM systems like Hubspot & OutreachWhy Wellio The work matters.Student mental health is a genuine crisis. We're building real infrastructure to address it at scale. That's what you'd wake up for.Small and exceptional on purpose.We stay lean so we can move fast, stay out of pointless meetings, and do work we're actually proud of. Everyone here does meaningful things.Total transparency.We share everything internally - financials, strategy, the works. High trust makes for better decisions and better culture.Independent and profitable.No investors, no pressure to grow at all costs. We answer to our customers and ourselves.5 weeks annual leave.Because rest makes you better at everything.Two company meetups a year.We fly the whole team together twice annually - one in Australia, one international. Real‐life time that's worth looking forward to.We don't take ourselves too seriously.High standards and laughter aren't mutually exclusive. Expect both.Remote-friendly, culture-focused.Our team spans London, Sydney, and Melbourne. Melbourne-based team members work out of The Commons in Cremorne.Don't worry if you don't tick every box. We care more about passion and potential than perfect CVs. If this sounds like the right kind of challenge, we want to hear from you.#J-18808-Ljbffr