Senior Business Development Manager

Smart Buildings IoT and Environmental Monitoring

Company: Blue IoT Pty Ltd

Reports to: Founder and Chief Executive Officer

Location: Mulgrave, Melbourne, with travel across Australia as required

Employment: Full time

Scope: Australian enterprise sales and channel development, plus international opportunities through established relationships The opportunityLead new business growth for Blue IoT by helping building owners and operators improve indoor environments, building performance and operational visibility. This is a senior individual contributor role with ownership of the sales cycle, from identifying opportunities and engaging decision makers through to negotiation, close and a clear delivery handover.

You will grow direct enterprise sales and develop productive channel relationships in Australia, working closely with the CEO, built environment specialists and platform team. International business development is also included where you have established relationships or introductions into suitable organisations. Success means profitable contracts, recurring revenue and lasting customer relationships.

About Blue IoTBlue IoT is helping organisations make their buildings healthier, smarter and more efficient. We bring together sensors, building systems and data through Encompass Blue, our cloud platform built on AWS, giving customers a clearer view of how their buildings are performing and where they can act.

Our work spans indoor and outdoor air quality, HVAC optimisation, energy, occupancy, water and environmental monitoring, alerts and building automation. We combine the right technologies and services for each customer, taking a vendor-agnostic approach that lets us solve practical building challenges across complex environments.

As Blue IoT grows in Australia and internationally, we’re expanding our partnerships and customer base. This is an opportunity to help shape that growth and bring useful, real-world technology to organisations that are ready to make their buildings work better.

Your commercial focus

- Win new customers in healthcare, commercial property, local government, retail, education, hospitality and other suitable portfolio environments.
- Build opportunities around environmental monitoring, operational assurance, compliance reporting needs and measurable building performance outcomes.
- Develop recurring platform subscriptions and ongoing services alongside hardware, integration and building automation projects.
- Create repeatable growth through property portfolios, strategic accounts and qualified channel partners. Use existing international connections to develop suitable overseas accounts and partnerships, with target markets and delivery feasibility agreed with the CEO.

Key responsibilitiesBusiness development and enterprise sales
- Build and execute a territory and account plan, prioritising customers with a clear need, budget pathway and achievable buying process. Include international prospects where existing relationships provide access to relevant decision makers.
- Generate opportunities through targeted outreach, industry relationships, referrals, events and partner introductions.
- Engage facilities, engineering, property,



sustainability, procurement, IT and executive stakeholders; identify decision makers and buying criteria.
- Lead discovery meetings and coordinate site assessments and demonstrations with technical colleagues. Establish the customer problem, baseline, desired outcomes and measures of success.

- Prepare persuasive proposals, tenders and business cases with accurate scope, pricing, assumptions and delivery dependencies.
- Negotiate within approved commercial parameters, close agreements and maintain momentum through procurement and contracting.

Channels and strategic relationships
- Identify, recruit and develop suitable resellers, facilities providers, consultants, HVAC contractors and building services partners.
- Create joint account plans and support partners with positioning, opportunity qualification and coordinated sales activity.
- Manage direct and channel opportunities transparently, including agreed account ownership and commercial arrangements.

Commercial discipline and delivery collaboration
- Maintain current CRM records, opportunity values, stages, stakeholders, next actions and evidence-based close dates; provide regular forecasts to the CEO.
- Protect gross margin and validate feasibility, integration requirements and delivery capacity with technical and operational teams before committing to customers.
- Provide complete handovers covering scope, exclusions, commitments, acceptance criteria, billing milestones and customer expectations.
- Support customer expansion, references and renewal opportunities with the delivery and customer support teams; assist with commercial payment issues when needed.
- Share customer and competitor insights to inform product priorities, market positioning and sales materials.

Working relationships and authorityWork directly with the CEO and collaborate with engineering, building automation, delivery, finance and marketing support. The initial remit is personal sales and channel performance; any future sales team leadership will be agreed separately. Pricing exceptions, discounts, non-standard contract terms and delivery commitments require the relevant internal approval.

Technical designs and performance claims must be validated by the responsible technical lead.

Experience and capabilities

- A strong record of winning new business in smart buildings, IoT, BMS, HVAC controls, environmental monitoring, energy management or closely related technical solutions.
- Typically seven or more years in relevant technical or enterprise sales, including ownership of complex sales cycles. Equivalent demonstrated achievement will be considered.
- Established relationships with relevant building owners, operators, facilities providers, consultants or contractors, and the ability to build new relationships independently.



Existing international contacts that can open doors to suitable customers or partners will be highly valued.
- Demonstrable results against revenue and gross profit targets, including personally originated opportunities and recurring or repeat business.
- Ability to explain technical solutions clearly, develop credible business cases and sell to both technical stakeholders and senior executives.
- Commercial judgement in pricing, negotiation, procurement and contract discussions, supported by disciplined CRM and forecasting practices.
- A collaborative, accountable approach and the ability to operate effectively in a growing business.

Willingness to travel and a current driver licence.

Desirable: experience selling SaaS subscriptions and managed services; channel development; healthcare building owner/operators; familiarity with building services, cloud platforms and building systems integration. Relevant business or technical qualifications are welcome; practical results are equally valued.

Performance expectationsTargets will be agreed with the CEO at commencement and reviewed regularly, reflecting sales cycles, delivery capacity and the available market. Performance will be assessed against:

- New customer revenue, gross profit and current recurring subscription revenue.
- Qualified pipeline coverage, conversion rates, sales cycle progress and forecast accuracy.
- Strategic account wins, portfolio expansion and revenue from active channel partners.
- Commercial quality: sustainable margins, agreed payment terms, accurate commitments and effective delivery handovers.

First 30 days: understand the offer, delivery model and customer base; agree target accounts, qualification criteria and the sales plan. By 60 days: establish qualified opportunities, stakeholder engagement and priority partner discussions. By 90 days: demonstrate a credible forecast, active proposals and progress towards initial wins appropriate to the sales cycle.

Proposed remunerationIndicative base salary of AUD $160,000–$175,000 plus superannuation, and uncapped commission. Target earnings of approximately $280,000–$300,000 comprise base salary and commission, excluding superannuation. Final terms depend on experience and agreement.

In addition to the base salary, superannuation, and uncapped commission, the successful candidate will be eligible to participate in Blue IoT’s staff share scheme. Additional stock option bonuses may be awarded to recognise exceptional performance, significant business wins and sustained contributions to the company’s growth in Australia and internationally. These incentives provide an opportunity to share in Blue IoT’s long-term success and are offered over and above the cash remuneration package, subject to agreed performance criteria, vesting conditions, scheme rules and applicable approvals.

Eligible international business secured through your relationships will count towards sales targets and commission under the agreed incentive plan, providing an additional chance to grow your earnings. Commission measures, payment triggers, treatment of recurring revenue and ramp-up arrangements will be documented separately. Any equity participation would be subject to a separate agreement.

📌 Senior Business Development Manager (Melbourne)
🏢 Blue IoT
📍 Melbourne