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Business Development Representative - APAC

About the Role

As a Business Development Representative (APAC), you will receive comprehensive training and tools to generate new business through outbound prospecting across Australia and the broader region. Working closely with Account Executives, you will build account lists, prioritize outreach, and generate qualified sales opportunities to drive Copado’s continued expansion.

What You'll Do

- Drive net‑new business opportunities using cold calling, personalized emails, video messaging, and creative social prospecting
- Partner closely with Account Executives to research target personas/ICPs, prioritize high‑volume accounts, and source pipeline that directly drives closed revenue
- Discover prospect initiatives through thorough qualification while communicating Copado's core ROI and value over pure technical functionality
- Build credibility with internal and external stakeholders, leveraging sales enablement tools to adapt to objections and evolving team strategies

What We're Looking For

- 1‑2 years of professional inside sales, BDR, or SDR experience (preferably in B2B SaaS/tech)
- Proven track record of high‑volume cold outreach into target accounts with consistent quota and KPI achievement
- Excellent verbal/written communication paired with strong organizational skills to manage time and prioritize accounts effectively
- Based in Australia with the ability to work in a hybrid capacity (preference for Sydney or Melbourne hubs)

Copado is Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

Key Responsibilities

- Lead and develop the Business Development team in Australia, setting clear expectations for market activity, pipeline progression, opportunity conversion and revenue delivery.
- Set and execute the Australian business development strategy in alignment with APAC and global growth priorities.
- Establish a strong performance rhythm, including regular pipeline reviews, forecasting, opportunity tracking and accountability against agreed objectives.
- Coach and support team members to build origination capability, strengthen market coverage and improve commercial execution.
- Foster a high‑performance culture focused on proactive origination, collaboration, accountability and measurable growth.

New Business Growth and Origination

- Identify, develop and convert new business opportunities across the Australian market.
- Build a disciplined, high‑quality pipeline of prospects and mandates across target client segments and service lines.
- Lead prospect engagement, pitches, presentations, RFP responses, fee proposals and commercial negotiations.
- Develop targeted market and account plans that translate growth priorities into clear client activity and revenue opportunities.




- Maintain momentum across opportunities from initial engagement through mandate award and successful handover.
- Identify opportunities to introduce new products, services and market propositions that support growth in Australia.

Market Coverage and Relationship Development

- Build and maintain senior relationships with private credit funds, banks, financial sponsors, law firms, borrowers, issuers, advisers and institutional investors.
- Expand GLAS’ visibility and network across the Australian and New Zealand debt and capital markets ecosystem.
- Represent GLAS at client meetings, industry conferences, networking events and market forums.
- Develop relationship maps and coverage plans for priority prospects and market influencers.
- Position GLAS as the independent partner of choice across relevant debt administration and transaction services.

Pipeline, Data and Commercial Management

- Maintain accurate and timely opportunity, activity and deal information within CRM systems.
- Provide reliable forecasting, pipeline reporting and performance insights to the APAC Business Development Lead and senior leadership.
- Use sales data, client feedback and market intelligence to assess pipeline health, identify gaps and prioritise resources.
- Ensure appropriate discipline and consistency in opportunity qualification, pricing, proposal development and sales governance.
- Monitor performance against agreed activity, conversion and revenue targets and implement corrective action where required.
- Monitor Australian and New Zealand market activity, industry developments, competitor trends and emerging client needs.
- Share relevant intelligence and commercial insights across APAC and global teams.
- Use market insights to identify priority sectors, client segments, product opportunities and areas for increased market share.

Cross‑Functional Collaboration

- Work closely with Client Relationship Management, Transaction Management, Operations, Product and Marketing teams to deliver a coordinated client experience.
- Partner with the APAC Business Development Lead and regional BD colleagues to support cross‑border opportunities and consistent market coverage.
- Coordinate the successful handover and onboarding of new mandates to operational teams.
- Collaborate with global colleagues to pursue international opportunities and deliver consistent pitches and proposals across jurisdictions.
- Support marketing initiatives, thought leadership and campaigns relevant to the Australian market.

Experience & Qualifications

- Significant business development, origination or sales experience within financial services, with accountability for new business and revenue outcomes.
- Strong understanding of syndicated loans, private credit, debt capital markets, restructuring, trustee services or related financial products.




- Proven track record of originating opportunities, winning mandates and developing long‑term client relationships in Australia.
- Established network across financial sponsors, lenders, advisers, law firms, borrowers, issuers and institutional investors.
- Experience leading and developing business development or sales professionals.
- Demonstrated experience managing pipeline performance, forecasting accurately and reporting against growth objectives.
- Strong presentation, negotiation and communication skills, with ability to engage senior stakeholders and C‑suite decision‑makers.
- Bachelor's degree or equivalent professional qualification.
- Additional financial services qualifications would be advantageous.
- Growth‑oriented and commercially driven, with strong business acumen and a clear focus on new business generation.
- Exceptional relationship‑building, networking and stakeholder management skills.
- Strong leadership, coaching and team development capability.
- Strategic and execution‑focused, with ability to translate market priorities into measurable action.
- Confident presenter and negotiator with strong written and verbal communication skills.
- Data‑driven and disciplined in pipeline management, forecasting and decision‑making.
- Highly organised, self‑motivated and able to manage multiple priorities.
- Able to work independently while collaborating effectively across regional and global teams.
- Professional, credible and able to represent GLAS at the highest standard.

Success Measures

- Growth in new business revenue and mandates across Australia.
- A strong, qualified pipeline aligned to agreed target markets, client segments and service lines.
- Achievement of agreed activity, conversion and revenue targets.
- Expansion of GLAS’ Australian and New Zealand market coverage, prospect relationships and brand presence.
- Accuracy of pipeline data, forecasting and management reporting.
- Successful execution of pitches, proposals and commercial negotiations.
- Effective onboarding and handover of current mandates.
- Business Development team performance against agreed targets and objectives.
- Strong collaboration with APAC and global commercial and operational teams.

Other Relevant Details

Competitive base salary, uncapped variable compensation, and equity upside.

Legora is an Equal Opportunity Employer. At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high‑performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

Applicants must have the right to live and work in Australia. We are proud to be an equal opportunity employer and strongly encourage applications from women, Aboriginal and Torres Strait Islander peoples, and people from all backgrounds to join us and thrive.

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