About us

Carbonix is a leading Australian manufacturer and operator of long-range RPAS platforms for enterprise and government customers. We specialise in BVLOS operations, delivering advanced aerial survey, inspection and intelligence solutions.

About the role

Carbonix is seeking an experienced Business Development Manager to join our growing commercial team. You will work closely with the Chief Revenue Officer (CRO) and broader technical and operational teams to progress qualified opportunities into contracted customers and expand existing strategic accounts.

The role is ideal for someone with experience in complex enterprise or technical sales who can take responsibility for the day-to-day progression of opportunities through the sales cycle — from initial discovery and solution development through to proposal, procurement and contract execution.

The CRO will retain overall commercial ownership, including pricing and commercial strategy, while the BDM will be responsible for maintaining customer engagement, coordinating internal inputs and driving opportunities forward.

Key responsibilities

● Progress qualified opportunities through the enterprise sales cycle, from initial discovery through to contract execution, working closely with the CRO who retains overall commercial ownership.

● Manage day-to-day customer engagement and maintain momentum across complex, multi-stakeholder opportunities.

● Conduct customer discovery to understand operational requirements, current methods, commercial drivers and decision-making processes.

● Build strong relationships with operational, technical, procurement and executive stakeholders across target accounts.

● Work with Carbonix technical,



regulatory and operational teams to develop solutions around customer requirements.

● Develop commercial proposals and scopes of work, working with the CRO on pricing and overall commercial strategy.

● Navigate customer procurement processes and support the CRO through commercial and contract negotiations.

● Coordinate internal stakeholders and actions required to progress opportunities efficiently through the sales cycle.

● Develop account plans and identify opportunities to expand initial engagements into repeat and larger-scale programs.

● Maintain accurate opportunity pipelines, forecasts, customer actions and next steps.

● Work closely with the SDR function to progress qualified meetings and opportunities into active sales pursuits.

● Support the CRO and CEO on strategic opportunities, major negotiations and key customer relationships.

About you

● 5+ years’ experience in business development, enterprise sales, technical sales, solution sales or strategic account management.

● Demonstrated experience progressing complex B2B opportunities through longer sales cycles involving multiple stakeholders.

● Proven experience working with large enterprise and/or government customers.

● Strong relationship management and commercial skills.

● Comfortable engaging with senior executives, technical teams,



operational stakeholders and procurement functions.

● Ability to understand complex technical products and translate capability into clear customer and commercial outcomes.

● Strong written communication and proposal development skills.

● Highly organised and disciplined in managing multiple opportunities, customer actions and follow-ups.

● Comfortable working across internal technical and operational teams to keep opportunities moving.

● Self-directed, commercially driven and comfortable taking responsibility for progressing opportunities through to contract.

● Must hold valid working rights in Australia.

● Highly desirable: Experience selling into utilities, energy, resources, infrastructure, government or defence.

● Highly desirable: Experience in aviation, RPAS, geospatial, engineering, remote sensing or other complex technical solutions.

● Highly desirable: Experience developing new enterprise customers and expanding existing strategic accounts.

Benefits

● Opportunity to play a key role in the commercial growth of a leading Australian RPAS company.

● Work directly with the CRO, CEO and technical leadership on major enterprise opportunities.

● Significant responsibility for progressing customer opportunities and developing long-term relationships.

● Exposure to some of Australia's largest infrastructure, energy and government organisations.

● Opportunity to work with cutting-edge long-range RPAS and BVLOS technology.

● Competitive base salary with meaningful performance-based OTE.

● Prospect to grow with the commercial team as Carbonix expands across Australia and internationally.

📌 Business Development Manager (Sydney)
🏢 Carbonix
📍 Sydney