About Ilaria

Ilaria is a specialist digital transformation, CRM, automation and AI consultancy.

We help organisations simplify how work gets done by combining CRM, customer experience, automation, data and practical consulting to deliver real productivity gains. Ilaria was founded by highly experienced operators who are hands-on in the business. We work with mid-to-large organisations who want a trusted partner, not slideware, not body-shopping, and not theory without execution.

We’re growing our HubSpot practice and are looking for a Business Development Manager who wants to build something meaningful, not just chase commission. Earlier in 2026 we acquired a leading HubSpot services partner called Concentrate, so this role drives sales for an already high performing delivery team.

The Role

This is a hunter role with substance, focused specifically on driving digital transformation and adoption with HubSpot.

You’ll be responsible for creating and qualifying recent opportunities, opening doors with senior stakeholders, and positioning Ilaria as a credible HubSpot partner.

You’ll sell HubSpot-led consulting and delivery services:

- Agentic AI solutions for HubSpot
- CRM, Sales & Service Hub implementations
- RevOps and CPQ
- Marketing automation
- Customer experience transformation
- Data and integration programs

You’ll work closely with senior consultants and founders, but you own the front of the funnel.

This is not

- A junior SDR role - you’ll run deals end-to-end
- A senior account farming role - you will need to create net new pipeline
- A licence-only sales role - we sell outcomes, not seats

What You’ll Be Doing

- Prospecting and originating new opportunities focused on HubSpot CRM, Marketing, Sales & Service Hub
- Leading industry focused discovery conversations around RevOps, CX, automation and growth. At the moment we are focused on Healthcare, Education, Technology and Essential Services/Heavy industry but this is expanding
- Engaging senior stakeholders (CRO, CMO, COO, Head of Sales, CX,



Ops, IT)
- Thinking about how to build your pipeline through a mix of direct out reach, helping with thought leadership/marketing and supporting events.
- Qualifying properly - pain, value, urgency, budget, decision process
- Positioning Ilaria as a long-term HubSpot transformation partner
- Working in HubSpot daily as your core sales platform internally
- Collaborating with consultants to shape solutions and proposals
- Selling HubSpot programs that integrate with Microsoft automation, AI and data platforms
- Building partner-led pipeline with HubSpot AEs and the Hubspot ecosystem

What We’re Looking For

You have experience as a B2B business development professional and know how to hit a number.

You have:

- Experience and passion in enterprise technology
- Robust hunter DNA – you want to create pipeline from scratch
- Experience selling services, SaaS and solutions
- Confidence engaging commercial stakeholders
- Strong curiosity - discovery and consultative selling skills
- Comfort selling ambiguity (transformation, outcomes, change)
- Under Graduate Degree (Masters Preferred)

Ideally, you’ve been exposed to:

- HubSpot (partner, agency, SI or vendor side)
- Industry focused GTM/Sales motions
- Salesforce or other CRM platforms
- RevOps, CX or growth programs
- Sales or service management operations
- Automation, AI or data initiatives

Cultural Fit Matters

This role will suit you if you:

- Are curious about business and customer problems
- Want to be a trusted advisor
- Care about doing great work, not just closing deals
- Are commercially sharp but low-ego
- Prefer substance over hype
- Are comfortable with autonomy and accountability
- Want to help build a firm and grow with it

Location

- Sydney-based
- Regular time with leadership and consulting teams

Why Ilaria?

- Front-row seat to AI and HubSpot transformation at scale
- Work at the intersection of CRM, automation and AI
- Direct access to senior operators and founders
- Clear pathway into senior BD / commercial leadership
- High trust, high autonomy, high standards

📌 Business Development Manager (Sydney)
🏢 Ilaria
📍 Sydney