Company: Rocscience (20% base + Super Signed contract)
Role: Business Development Manager /AE (Senior)
Location: Preference for Brisbane, open to other Australian locations if culturally aligned
Language: English
WFH policy: Hybrid or fully remote
Industry: Geotechnical Software / Engineering SaaS
Product: SaaS Platform, e.g. Slide2, RS2 (core); broader geotechnical software portfolio
Size and functions of local team: 1 Regional Director (Alison), 1 Principal Geotechnical Engineer (Brisbane), 1 Engineer (Indonesia), 1 Sales Lead (Toronto/Australia)
**Any other employees in Australia? How many are in Brisbane?**
Role description (which vertical, buyer persona, deal sizes, deal cycles, Ent/MM/SMB, leads, etc):
AE -
* 70% new business, 30% account management
* 70% of revenue comes from Australia, but Indonesia is a growth market
* Sell to 1 man band engineers to Enterprise, Enterprise is main focus: target accounts $60K–100K+ USD ARR
* Vertical: civil engineering (tunnelling), mining (underground & open pit)
* Buyer personas: Principal Engineers, Engineering Managers; users are typically engineers
* Sales cycles: From 30–60 days for smaller transactions to 6+ months for new solutions
* Deal values: $60K–100K+ USD ARR
* Product often sold alongside competitors; land and expand strategy common
* Sales process: inbound and outbound; internal leads from existing accounts; majority virtual with occasional face-to-face
* Competitors: Itasca, Bentley, SEEP/W, spreadsheets (for lower-end)
* Unique value: superior 3D capability, technical support, broader product range
*
Unique about the company (that you don't read online (USPs to the candidate):
* Stable leadership: CTO and CEO have >25 years tenure
* Strong internal culture rooted in technical excellence and fairness
* High Glassdoor rating: 4.6, 94% would recommend
* Annual company-funded trip to Toronto for remote team integration
*
Growth perspective (for the candidate in the role/company):
* Opportunity to build APAC territory from a lean base
* Potential to help hire and lead future team
* Expansion into Indonesia expected; high regional growth trajectory
* Platform for broader strategic impact and ownership over sales strategy in region
*
Must haves:
* 5–10 years in sales (SaaS or similar tech products)
* Experience in mining and/or civil engineering sectors
* Strong integrity and trust-building approach
* Stable employment history (preferably 2–3+ years per role)
* Ability to work independently and be culturally aligned with remote team
* Willingness to focus on larger accounts (USD$60K+ ARR)
*
Nice to haves:
* Based in Brisbane
* Familiarity with Slide2 and/or RS2
* Background in geotechnical/engineering software
* SaaS sales experience specifically
* Previous exposure to target personas (civil or mining engineers)
*
Salary range & secondary benefits:
* Base: AUD 150K–180K
* Commission: 60/40 split likely; uncapped commission above ARR threshold
* Superannuation included
* 4 weeks holiday
* Annual trip to Toronto HQ
* No equity or private health
Hiring process:
1. Interview 1 – Joint with Ali & CRO (Guido), focus on culture fit and core experience
2. Interview 2 – In-depth sales scenario (2-hour block): 30–45 min Q&A, 30 min preparation, 30 min presentation; focus on upsell and new customer approach
3. Interview 3 – Final with Ali & Guido; Q&A from candidate, deeper sales assessment if required
4.
** Comment would like to align with Ali and Guido on this before we start the interview process. Need to be cognisant of minimal overlapping time.
How to Introduce a candidate: email Ali and Guido?Questions:
* Quota for role?
* Commission plan - how does this work? Are there accelerators for overachievement?
* Is there a ramp period e.g. for the first 3 months?
* How many BDM's in other territories are hitting their number?
* Travel requirements & budget for T&E?
* How complex an enterprise deals. E.g. is there multi-stakeholder, multi-threading required & what stakeholders are involved in signing off an enterprise deal?
* Would you consider someone in Indonesia? (given this is the highest potential market)