Job Description
Business Development Manager, Melbourne (Commercial)
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Win new commercial logos in the priority segments (Financial Services, Professional Services, NFP, Health & Social Services) and land them well. The BDM runs the full sales cycle from first contact to signed contract, sells the multi-year per user solutions as an operating model to CxO buyers and hands a clean, well-engaged account to the Client Partner at close (or after a handover period). Key Accountabilities The below are the list of key accountabilities for the Commercial BDM role.
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Own net new revenue. Carry a new annual GP number and generate the pipeline to hit it. This is a 100 percent net new logo remit.
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Self-generate pipeline. Build coverage through outbound, referral, partner and marketing sourced motion. Do not wait for leads.
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Run disciplined qualification. Apply MEDDPICC on every large pursuit. Kill weak deals early and protect time for the ones that can close.
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Sell the operating model. Position multi-year per user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services. Frame the commercial and business case, not the feature set.
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Land with attach. Maximise products per logo at first sale rather than landing thin.
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Close and hand off. Bring deals to signature and transition the account to the Client Partner with a complete picture of scope, commitments, stakeholders and expansion signals.
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Win new commercial logos in the priority segments (Financial Services, Professional Services, NFP, Health & Social Services) and land them well. The BDM runs the full sales cycle from first contact to signed contract, sells the multi-year per user solutions as an operating model to CxO buyers and hands a clean, well-engaged account to the Client Partner at close (or after a handover period). Key Accountabilities The below are the list of key accountabilities for the Commercial BDM role.
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Own net new revenue. Carry a new annual GP number and generate the pipeline to hit it. This is a 100 percent net new logo remit.
n
Self-generate pipeline. Build coverage through outbound, referral, partner and marketing sourced motion. Do not wait for leads.
n
Run disciplined qualification. Apply MEDDPICC on every large pursuit. Kill weak deals early and protect time for the ones that can close.
n
Sell the operating model. Position multi-year per user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services. Frame the commercial and business case, not the feature set.
n
Land with attach. Maximise products per logo at first sale rather than landing thin.
n
Close and hand off. Bring deals to signature and transition the account to the Client Partner with a complete picture of scope, commitments, stakeholders and expansion signals.
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Success Measures
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The below are the list of key success measures for the Commercial BDM role.
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Annual Gross Profit (GP) against quota (primary)
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GP credited on multi-year value
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Qualified pipeline coverage maintained against target
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Win rate on qualified opportunities
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Sales cycle length and deal velocity
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Products per logo at land
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MEDDPICC completeness across active pipeline
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Capabilities and Experience
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The below are the list of key capabilities and experience for the Commercial BDM role.
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Proven full cycle recent logo selling into commercial accounts, ideally financial services, professional services, Not for Profit (NFP) or Health & Social Services
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Confident at CxO level with commercial and business case framing
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Fluent in a structured qualification method (MEDDPICC or equivalent)
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Comfortable selling multi-year and consumption or per user commercial models
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Strong self-generated pipeline discipline
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All candidates must have full permits to work in Australia.

📌 Business Development Manager, Melbourne (Commercial) (Victoria)
🏢 Nexon Asia Pacific
📍 Victoria