DRIVE THE FUTURE OF AI-POWERED LOGISTICS
Join Transvirtual as we transform from a leading TMS into an
AI-native logistics platform
spanning TMS, FMS and WMS. We're looking for a high-performing Business Development Manager who can combine commercial instinct with AI-powered selling to unlock new markets and enterprise opportunities across ANZ.
ABOUT THE ROLE
We're looking for a commercially sharp, relentless Business Development Manager to own new logo acquisition across Australia and New Zealand. You'll target Mid-Market through to Enterprise clients in transport and logistics, working alongside an established sales channel and leveraging AI tooling to prospect smarter, move faster, and close bigger deals.
This is not an order-taking role. You'll be expected to build your own pipeline, network with decision-makers, and bring your own ideas. AI should be embedded in how you work — from research and outreach to pipeline management and deal prep.
WHAT SUCCESS LOOKS LIKE
You own pipeline, not just activity.
You measure yourself against qualified opportunities created, not calls made. You know your numbers and close the loop with the Head of Sales fast.
AI is embedded in how you prospect.
You use AI tools to research accounts, personalise outreach at scale, prep for meetings, and surface insights from your CRM — not as a novelty, but as a multiplier.
You're comfortable at every deal size.
You can move smaller deals quickly while nurturing complex Enterprise opportunities over a longer cycle. You manage both without dropping either.
You build a presence, not just a pipeline.
You're active at industry events, visible on LinkedIn, and known in the market. Decision-makers return your calls.
Your CRM tells the full story.
HubSpot is up to date, your pipeline is accurate, and forecasts are reliable. You don't need chasing.
You bring deal intelligence back into the business.
Win/loss insights, competitor intel, and buyer objections flow back to Marketing and Product — you're a source of market signal, not just revenue.
KEY RESPONSIBILITIES
New Business Development




Own the full acquisition cycle from prospecting to close across Mid-Market and Enterprise segments in ANZ
Build and manage a dual-track pipeline: move smaller deals quickly while nurturing longer-cycle Enterprise opportunities in parallel
Be relentless on the phone and in person — building momentum through high-quality outreach and disciplined follow-up
Lead technical RFP and tender processes with confidence and structure
AI & Prospecting
Use AI tools to research accounts, build targeted prospect lists, and personalise outreach at scale
Leverage AI to prep for meetings — company research, stakeholder mapping, likely objections, and deal framing
Feed call and demo insights into an AI-assisted feedback loop to sharpen your pitch and messaging over time
Continuously identify and adopt tools that make prospecting faster and conversion higher
Networking & Market Presence
Attend key industry events and build a visible presence in the transport and logistics community
Maintain an active LinkedIn profile — share insights, engage with prospects, and build inbound interest
Connect with business owners, operations leaders, and C-suite decision-makers in target segments
Own HubSpot — keep it accurate, up to date, and useful for forecasting
Manage a structured pipeline with transparent stage discipline and realistic close dates
Report on pipeline health, deal velocity, and quarterly targets to the Head of Sales and GM
Feed win/loss insights, competitor intel, and buyer objections back to Marketing and Product
Stay close to market developments in TMS, FMS, and adjacent logistics technology
Identify new verticals and segments where Transvirtual has an untapped prospect
WHAT WE'RE LOOKING FOR
4+ years in a business development or new logo sales role




Proven track record opening doors and closing deals — not just managing existing accounts
Active user of AI tools in your sales workflow — prospecting, research, outreach, or deal prep
Experience managing a CRM with pipeline discipline (HubSpot preferred)
Comfortable with complex, multi-stakeholder deals and formal RFP/tender processes
Strong communicator — phone, in person, and written
Commercially literate: you understand deal structure, ACV, and quarterly revenue targets
Networker with demonstrated ability to build relationships with senior buyers
Advantageous
Background in logistics, transport, freight, or supply chain software (TMS/WMS/FMS)
Experience selling SaaS or technology platforms into operational businesses
Familiarity with AI prospecting tools
Degree in Business, Marketing, or equivalent — commercial maturity matters more than credentials
Experience expanding into new markets or verticals
Events and conference presence in the logistics or related industry
ABOUT TRANSVIRTUAL
We're a modern SaaS business delivering logistics management solutions across ANZ and North America, with team members in Sydney, Newcastle, Philippines, India, Pakistan, and North America. Our founder's roots in transport give us a genuine competitive edge — we built this product because we understood the problem from the inside.
We're evolving fast: from a best-in-class TMS to an AI-native platform covering TMS, FMS, and WMS. The opportunity for a BDM right now is significant — a growing product set, an expanding market, and a team that backs you to go after it.
We hold a high bar for quality, ownership, and communication. Our culture is built on accountability, trust, and a Charter of Culture that drives honest, consistent, collaborative work. If you want to do meaningful work and see the results in real time, this is the place.
If you're the kind of BDM who sees AI as a competitive advantage—not just another tool, this is an chance to help shape the future of logistics technology while making a measurable impact on revenue.
#J-*****-Ljbffr

📌 Ai Business Development Manager- Hybrid Role (New South Wales)
🏢 TransVirtual
📍 New South Wales