We are looking for a Senior Business Development & Partnerships Manager to join one of our B2B SaaS companies!
The Role
We are looking for a driven Senior Business Development Manager to spearhead our enterprise sales efforts in Australia and build a high-performing partner ecosystem. You will own the full sales cycle for direct enterprise accounts while simultaneously recruiting, enabling, and scaling a network of system integrators and reseller partners. You will also be managing the sales team in Australia while being an individual contributor.
Key Responsibilities
* Own the end-to-end sales cycle for enterprise accounts — from prospecting and qualification through to contract negotiation and close
* Identify and engage target enterprises across key verticals (financial services, manufacturing, technology, telecommunications, healthcare) that can benefit from AI inference and agent-building capabilities
* Develop compelling business cases and ROI analyses that translate technical capabilities into executive-level value propositions
* Build and manage a qualified pipeline with disciplined forecasting and CRM hygiene
* Collaborate with solutions engineering to deliver tailored demonstrations, POCs, and technical workshops for prospective customers
* Lead, coach and develop the sales team to consistently achieve and exceed revenue targets.
* Design and execute the partner strategy — recruit, onboard, and enable system integrators, consulting firms, and technology resellers to sell and implement the platform
* Build structured partner programmes including tiering, certification, co-marketing, and incentive frameworks
* Deliver partner enablement: train SI teams on the platform, support them in pre-sales, and equip them with playbooks, collateral, and demo environments
* Drive co-sell motions with partners on joint enterprise opportunities, acting as the bridge between our technical team and partner delivery teams
* Track partner performance, pipeline contribution, and revenue attribution; iterate on the programme based on data
* Serve as the voice of the Australian market internally — surface customer pain points, competitive intelligence, and pricing feedback to product and leadership
* Represent the company at industry conferences, trade shows, and enterprise technology events
* Work cross-functionally with marketing to localise go-to-market materials and develop campaigns
* Contribute to overall commercial strategy including pricing, packaging, and segment prioritisation for the Australian market
Qualifications & Experience
Required
* 5+ years of experience in enterprise software sales, business development, or channel/partner management
* Demonstrated track record of closing enterprise software deals
* Experience building or scaling partner/channel programmes with system integrators
* Strong understanding of the enterprise technology buying process, including procurement, compliance, and stakeholder dynamics
* Excellent presentation, negotiation, and relationship-building skills at the C-suite level
* Self-directed and comfortable operating in a fast-paced startup environment with ambiguity
Preferred
* Background in selling AI/ML, cloud infrastructure, developer tools, or data platform products
* Experience at a high-growth startup or company with an open-source-to-enterprise go-to-market model
* Existing relationships with enterprise CIOs/CTOs and decision-makers across target verticals
* Experience working in cross-border / international sales organisations
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