Business Development Manager - Government + Regulated Sectors

The company is a globally trusted specialist in secure examinations and assessments, the systems that prove whether someone genuinely has the skills and knowledge to do a high-stakes job safely, from pilots and aircraft engineers to electricians, gasfitters, emergency responders and finance professionals.

With more than 30 years behind them and a presence across 25+ countries, they’re deeply entrenched with some of the most safety-critical organisations in the world. If you’ve flown Qantas, Jetstar, British Airways or Singapore Airlines, chances are those pilots were tested through their systems.

Their real edge isn’t the technology, it’s the managed service wrapped around it. This is human to human, not software as a service: from requirements gathering through to candidate support and the reassurance clients need that their people have been properly assessed. Data still shows a human proctor is the most secure way to test knowledge, and that’s exactly what they provide.

That’s backed by serious infrastructure: their own technical solution plus a network of over 40 exam centres across Australia alone, where invigilated, high-stakes exams are delivered every single day.

The business is at a genuine inflection point. Historically they’d win one major new client every three to five years; in the last two years they’ve won five, one of them very significant. It’s a company moving from medium to large, with the energy and openness of a business that’s actively reinventing how it grows.

There’s also a growing data story. Their systems capture the kind of evidence that helps governments make better, evidence‑based policy decisions, for example identifying that a shortfall in qualified electricians came down to candidate numeracy and literacy, not the exams themselves. That insight is fast becoming part of what they sell.

Their clients read like a who’s who of regulators and safety bodies: civil aviation authorities across Australia, Current Zealand, Singapore, Hong Kong and beyond, alongside emergency services, transport regulators, trade boards and financial services bodies.

Culturally, this is a considered, trusted, quietly ambitious organisation. Average tenure sits around nine years, and people stay because the work matters. As one leader put it, this is ultimately about improving public safety and the standard of living for citizens around the world.

The company you’ll join

- The company is a globally trusted specialist in secure examinations and assessments, the systems that prove whether someone genuinely has the skills and knowledge to do a high-stakes job safely, from pilots and aircraft engineers to electricians, gasfitters, emergency responders and finance professionals.

- With more than 30 years behind them and a presence across 25+ countries, they’re deeply entrenched with some of the most safety‑critical organisations in the world. If you’ve flown Qantas, Jetstar, British Airways or Singapore Airlines, chances are those pilots were tested through their systems.

- Their real edge isn’t the technology,



it’s the managed service wrapped around it. This is human to human, not software as a service: from requirements gathering through to candidate support and the reassurance clients need that their people have been properly assessed. Data still shows a human proctor is the most secure way to test knowledge, and that’s exactly what they provide.

- That’s backed by serious infrastructure: their own technical solution plus a network of over 40 exam centres across Australia alone, where invigilated, high-stakes exams are delivered every single day.

- The business is at a genuine inflection point. Historically they’d win one major new client every three to five years; in the last two years they’ve won five, one of them very significant. It’s a company moving from medium to large, with the energy and openness of a business that’s actively reinventing how it grows.

- There’s also a growing data story. Their systems capture the kind of evidence that helps governments make better, evidence‑based policy decisions, for example identifying that a shortfall in qualified electricians came down to candidate numeracy and literacy, not the exams themselves. That insight is fast becoming part of what they sell.

- Their clients read like a who’s who of regulators and safety bodies: civil aviation authorities across Australia, New Zealand, Singapore, Hong Kong and beyond, alongside emergency services, transport regulators, trade boards and financial services bodies.

- Culturally, this is a considered, trusted, quietly ambitious organisation. Average tenure sits around nine years, and people stay because the work matters. As one leader put it, this is ultimately about improving public safety and the standard of living for citizens around the world.

The impact you’ll make

You’ll be the primary face of the business in Australia, the person driving new business, building the brand and representing the company to some of the country’s most important regulators and government bodies. It’s a role with real autonomy: you run your market, largely on your own terms.

Your focus is winning new logos. How you get there is where the strategy comes in. You might build a relationship directly over time, or leverage the company’s existing global and New Zealand relationships to open Australian doors, using a client relationship in one market to earn a warm introduction in another.

This is strategic, high‑stakes, multi‑stakeholder selling. A single chance might involve assessors, exam managers, CFOs, CTOs and a subject‑matter expert who holds the final say. Building consensus across those stakeholders, and understanding how government and education organisations actually buy, is the heart of the role.

You’ll target government, regulatory bodies, industry bodies,



education and any sector where high‑stakes competence needs to be proven and evidenced, from health and safety to policing, mining, transport and the trades. Wherever there’s risk to manage, there’s an opportunity.

Crucially, you won’t be bogged down in delivery or day‑to‑day account management. A dedicated account manager handles that, and you’ll work closely alongside a senior BDM (spanning Australia and Singapore) who supports you daily with RFPs, information and navigating the business. You focus on finding and winning recent business, then staying close to key decision‑makers to grow those accounts over time.

This is a long, considered sale, non‑aviation deals typically run two to three years, aviation longer, so success in year one looks like strong pipeline, the right relationships built, and genuine positive awareness with the right people, rather than revenue alone. There are currently no rigid targets; what matters is being productive, strategic and deliberate about where you hunt and why.

The role can be based in Canberra (where the company has an office and team around you), Sydney or Melbourne, and reports to the Head of Client Services. Given the global nature of the business, some out‑of‑hours contact with New Zealand and occasional travel comes with the territory.

The experience you’ll bring

- A proven track record selling into large, complex organisations, ideally government, regulators, industry bodies or the education and tertiary sector, where sales cycles are long and multiple decision makers are involved.

- You understand the nuance of the public service and how to navigate it. You’ve sold into environments where what you’re offering touches several departments and stakeholders, and you know how to build consensus, find a champion and strategically manoeuvre to the right people.

- A true hunter’s mindset paired with patience. You’re comfortable with long cycles, you know how to prospect and open doors, and you don’t lose momentum when a deal takes time to mature.

- Just as important is attitude. This is a lively, unpretentious company growing quickly and still building out its processes, so you’ll thrive here if you’re optimistic, resourceful and happy to find your own way to the information you need rather than waiting to be handed it.

- You're a natural across different audiences, able to engage introverted product and technical experts one moment and confident senior client stakeholders the next, bringing humility, patience and genuine listening to every conversation.

- Alternative backgrounds can absolutely work. Perhaps you’ve moved from the public sector into private‑sector sales and understand both the “common speak” and the product, or you’ve sold into pseudo‑public environments like universities. Federal‑to‑industry crossovers and pure customer‑side moves into sales tend to be harder, so a genuine sales instinct is essential.

- On offer is a competitive base salary and the chance to take real ownership of a market for a globally respected business at a pivotal moment in its growth.

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📌 Business Development Manager - Government + Regulated Sectors (Melbourne)
🏢 ReillyScott
📍 Melbourne