Location:
Sydney
Travel:
Some local / interstate as required
Reporting to:
CEO (with close partnership with COO)
The opportunity
PicUp is a fast-growing big & bulky last-mile delivery business across the Eastern Seaboard. To date,
all sales have been founder-led
.
We're now hiring our
first Head of Growth
to
build the sales engine from the ground up
.
This is a
sales-led, hands-on role
. Your job in the first
3–9 months
is simple, yet challenging:
Win new B2B / B2B2C customers
Create a repeatable, scalable GTM and sales motion
Remove founder dependency from sales
If you want a role where a large, warm pipeline already exists, or where you mainly manage people, this is not the right fit.
What you'll be responsible for
New business & revenue (primary focus)
Own national B2B / B2B2C new business and growth revenue
Personally source pipeline through outbound (email, LinkedIn, calls, referrals, events)
Lead discovery, qualify hard, shape solutions and
close deals yourself
Negotiate commercials (pricing, SLAs, scope) that protect margin and service quality
Design pilots that convert into large-scale rollouts
Build the sales engine (from zero)
Define ICPs, vertical focus, and the fastest-winning GTM wedge
Build the sales playbook: messaging, qualification, pricing guardrails, proposals, mutual action plans
Set up pipeline stages, forecasting, CRM hygiene, and reporting cadence
Create a motion that can scale beyond you and the founder
Ops interface (approx. *****%)
Work closely with the COO and ops team to ensure what's sold is deliverable and profitable
Be on the ground in NSW for customer visits, go-lives, and issue resolution
Act as the commercial voice with customers when operational complexity arises
Once the motion is proven, help hire and build a small commercial team (BDM/Account Management)
What success looks like
First 30 days
Clear ICP, target account list, and outbound live
Pipeline building with weekly activity standards
Basic but reliable forecasting in place
Days *****
Pilot-to-rollout motion proven
Sales playbook v1 documented
Months 3–9
Predictable pipeline creation and conversion
Sales no longer founder-dependent
Clear blueprint for scale (channels, hires, partners)
About you
6–10+ years in sales / business development / growth roles
Proven "hunter": you've
built your own pipeline and closed deals personally
Experience selling operationally complex B2B/B2B2C services (logistics, 3PL, supply chain, or similar)
Comfortable in early-stage environments with limited structure. You create it
Strong commercial judgement around pricing, margin, and deal quality
Willing to be on-site with customers and in operational environments
Why PicUp
PicUp specialises in big & bulky last-mile delivery *******kg) including room-of-choice, white-glove services, and reverse logistics. We work with fast-growing retailers, platforms, and brands who care deeply about customer experience.
We're small in headcount, growing fast, and building the commercial and operational blueprint for national scale. This role sits right at the centre of that journey. A genuine opportunity for someone to transform a growing start-up into a national leader.
If this sounds like you, please forward your CV, letter of application and a short video (1-2 mins) to
Unlock job insights
Your application will include the following questions:
Which of the following statements best describes your right to work in Australia?
How many years of business development experience do you have?
How many years of B2B sales experience do you have?
How many years of sales management experience do you have?
Do you have experience working towards targets and KPIs?
Do you have experience with solution selling methodologies?
What's your expected annual base salary?
How much notice are you required to give your current employer?
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