Work for the world’s largest privately owned insurance broker

Key role within our growing Business Development Team

Sydney based - Flexible working options

Are you a strategic thinker with a passion for driving growth and building meaningful client relationships? We are seeking a highly motivated Senior Business Development Manager to join our team in Sydney. This role is pivotal in driving new business growth across all business units, working closely with senior brokers to identify, progress, and convert opportunities into long-term client relationships.

You will play a key role in opening doors, building strong pipelines, and supporting complex sales pursuits, while also developing and winning new business independently.

Key Responsibilities New Business Origination & Market Development

Identify, research, and target prospective clients aligned to growth strategies

Proactively generate opportunities through calls, emails, LinkedIn, referrals, and events

Build relationships with key decision-makers and influencers

Develop and manage a strong pipeline of qualified opportunities

Strategic Opportunity & Pursuit Planning

Create structured plans for large or strategic opportunities

Define win strategies, stakeholder maps, and competitive positioning

Manage engagement cadence, milestones, and pursuit progression

Ensure opportunities are actively driven through to decision

Broker Support & Opportunity Development

Partner with senior brokers and BU leaders to support growth strategies

Qualify and develop inbound and broker-led opportunities

Assist in client meetings, discovery sessions, and presentations





Support the development of compelling client solutions and value propositions

Maintain disciplined pipeline management across all opportunities

Track progress, ensure momentum, and identify next steps

Identify and remove obstacles to conversion

Support deal structuring, submissions, and follow-ups

Reporting, Insights & Continuous Improvement

Maintain accurate CRM and activity records

Provide insights on pipeline health, conversion rates, and opportunities

Share market intelligence with leadership and brokers

Continuously refine prospecting strategies and messaging

Skills & Experience Core Skills

Strong prospecting and lead generation capability

Structured and disciplined pipeline management

Experience managing complex, multi-stakeholder sales pursuits

Excellent relationship-building and stakeholder engagement skills

Commercial acumen with an understanding of client needs and risk drivers

Clear and persuasive written and verbal communication

Personal Attributes

Proactive, self-starting, and highly motivated

Results-driven with strong ownership of growth outcomes

Confident working alongside senior brokers and executives

Resilient and comfortable with long, complex sales cycles

Highly organised with strong attention to detail

Experience & Background





Demonstrated experience in the Insurance industry (Tier 1 qualified)

Demonstrated experience in sales, business development, and opportunity lifecycle management

Proven ability to manage multi-stakeholder, project-style work

Experience coordinating timelines and driving cross-functional outcomes

Strong CRM usage and pipeline reporting discipline

Comfortable working on high-value, complex opportunities

We offer:

Flexible and hybrid working arrangements to support work-life balance

Ongoing professional development and career progression opportunities

Access to mentoring, training, and knowledge-sharing across the business

Competitive remuneration and recognition programs

Health and wellbeing initiatives, including EAP support

Paid parental leave, volunteer leave, and additional wellbeing days

An inclusive and supportive culture where your contribution genuinely matters

About Lockton

Lockton is the world’s largest privately owned insurance broker. Recognised as a Great Place to Work in Australia, we’re known for our entrepreneurial spirit, flat structure, and solid values-driven culture.

With a 98% client retention rate locally and a global footprint, we employ some of the best minds in the risk and insurance industry. Insurance is a stable, evolving, and highly rewarding career — and at Lockton, your voice and ideas help shape our future.

To learn more about us, visit global.lockton.com.

Lockton is an equal opportunity employer and is committed to creating an inclusive environment for all associates. We strongly encourage application

📌 Senior Business Development Manager (Sydney)
🏢 Lockton
📍 Sydney