About Instantia

Instantia is an international fintech specialising in foreign exchange, hedging, cross border payments and dealing/treasury technology. We help businesses manage currency exposure and international payment requirements, supported by our proprietary Risk Management Intelligence (RMI) platform.

About the role The Business Development Manager (BDM) wins new business and converts qualified opportunities into active, revenue generating clients. You will own the sales process from prospect research, engagement and meeting scheduling through to proposals, client onboarding and Dealing handover, supporting first trade activation and ongoing support where necessary with the Dealer.

You will work with business owners, CFOs, finance managers and treasury teams to understand their commercial needs and explain how Instantia can support them. The role combines new business sales with detailed follow through, working closely with Sales, Dealing, Compliance, Credit, Management and Operations.

Key Responsibility:

- New business development: Research and identify prospective clients who could benefit from Instantia’s technology driven FX solutions. Build a pipeline of importers, exporters and businesses with international payment needs through cold calling, email, LinkedIn, networking events, in person engagement and referrals. Qualify commercial fit, decision makers, FX volumes, currencies, existing providers and the timing of potential business. Work closely with Business Development Representatives (BDRs) on lead generation and initial meeting setup, taking ownership of introductions and providing feedback on lead quality and outcomes.

- Discovery and financial understanding. Lead face to face and virtual meetings to understand the client’s operations, payment cycles, currency exposures, budget rates, existing hedges and risk appetite. Review relevant financial information, including cost of goods sold, profit and loss, balance sheet and cash flow, with Dealing and Credit support where required.

- RMI demonstrations and proposals. Introduce Instantia’s platform and services, demonstrating the value of approved RMI functionality against the client’s needs and exposure profile. Work with Dealing to develop proposals covering spot FX, forwards, approved options and cross-border payments. Dealers provide market insights,



real time FX pricing and trade execution support, allowing you to focus on relationships and strategic client engagement. Explain benefits, costs, obligations and material risks clearly, using approved product names and materials within your training and authority.

- Opportunity progression. Identify stakeholders, buying criteria and barriers to proceeding. Agree clear next steps after each meeting, follow up proposals and secure the client’s commitment to onboarding. Negotiate commercial terms within delegated limits and involve the authorised teams in pricing, credit and strategy decisions.

Onboarding and activation

- Application and documentation. Issue application forms, guide clients through completion and collect the supporting documents required for review. This may include trust deeds, ultimate beneficial owner details, overseas ownership information, identification and know your customer (KYC) documents, financial statements, credit forms, wholesale client classification evidence and Legal Entity Identifiers (LEIs), where applicable.
- Submission and internal coordination. Check submissions for completeness and consistency, maintain the CRM record and coordinate the compliance and credit review. Resolve missing information promptly and keep the client informed. Engage the Dealer early so financial analysis, credit preparation and proposed strategy can progress alongside onboarding. Approval decisions remain with the relevant authorised teams.
- Dealing handover and first trade. Provide a documented handover covering client objectives, exposures, agreed commercial terms, relevant approvals and immediate trading needs. Once approved, work with the assigned Dealer to progress clients from approved yet to trade to their first transaction. Support introduction to the payments platform and RMI where relevant, and identify further opportunities with the Dealer.
- Sales discipline and qualified standards

- Keep CRM contacts, meeting notes, opportunity values,



application status and next actions accurate and current. Record the distinction between applications issued, returned, submitted for review, approved yet to trade and active clients. Maintain a credible forecast and take part in regular pipeline reviews, with clear actions for stalled opportunities.
- Handle client information securely, follow approved communication and record keeping procedures. Operate within delegated authority and escalate complaints, documentation concerns and requests outside approved product, pricing or credit limits. Dealing retains responsibility for trade execution and ongoing management of the client’s FX strategy and trading relationship.

- How success is measured

Consistently meet or exceed agreed sales and new business revenue targets through proactive business development. Performance also covers client activation, qualified pipeline and conversion through the sales process. Supporting measures include meeting quality, onboarding turnaround, documentation accuracy, forecast reliability and CRM discipline. Targets and any ramp up arrangements are agreed separately with the Sales Director.

Requirement

About you

- You can demonstrate success in B2B sales, opportunity progression and relationship building. Experience in corporate FX, cross border payments, treasury or financial services is highly regarded. Candidates progressing from a strong BDR background should be able to demonstrate readiness to lead discovery meetings and manage opportunities through to conversion.
- You communicate confidently with senior decision makers, understand commercial and financial information, and explain complex ideas clearly. You are organised, resilient and accountable for results, with the attention to detail needed to complete onboarding accurately. You are comfortable using CRM systems and modern sales tools. A Finance, Commerce, Economics or related qualification is advantageous but not essential.

What we offer

- Competitive salary with performance incentives, structured development in FX and hedging, and direct access to experienced sales and dealing professionals. You will work with fintech platforms in a collaborative Sydney CBD office, with opportunities to progress into senior commercial, relationship management or dealing roles as your capability develops.

📌 Business Development Manager (New South Wales)
🏢 Instantia.co
📍 New South Wales