Australia Business Development Lead

Location: Sydney

Hybrid Working

The role of Australia Business Development Lead

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers, and advisers offering a global platform across Loan Agency and related services, Capital Markets and Restructuring.

GLAS’ vision is to be recognised as the best-in-class independent, non-creditor, conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

The business currently comprises c.500 employees who deliver a solution-based, innovative service, ensuring GLAS is the preferred global partner of choice. GLAS has a blue-chip customer base developed over many years; select clients include Apollo, Blackstone, CVC, Deutsche Bank and Goldman Sachs. GLAS has been recognised as the premier independent provider of loan agency and bond trustee services with a portfolio of over $800 billion assets across its global platform. The company is headquartered in London with offices in Paris, Frankfurt, Madrid, New York, New Jersey, Sydney, Melbourne, Brisbane, Singapore, Dubai, Hong Kong, Milan and Rome.

We are seeking an experienced Head of Business Development, Australia to lead and develop our Business Development team in Australia, with a primary focus on originating and winning new business.

This position will be responsible for executing the Australian and New Zealand growth strategy, expanding GLAS’ market presence and building a high-quality pipeline across Loan Agency, Capital Markets, Restructuring and escrow services. The successful candidate will lead the Australian BD team, strengthen relationships with priority market participants and convert opportunities into sustainable revenue growth.

The role requires a commercially focused sales leader with deep knowledge of Australian debt markets, strong origination and stakeholder management capabilities, and the ability to collaborate across Business Development, Client Relationship Management, Transaction Management, Operations and Senior Leadership teams.

Key Responsibilities

Business Development Leadership

- 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 solid 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 the 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 the 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 new mandates.
- Business Development team performance against agreed targets and objectives.
- Strong collaboration with APAC and global commercial and operational teams.

The well-being of WWT employees is essential. So, when it comes to our benefits package, WWT has one of the best. We offer the following benefits to all full-time employees:

- Health and Wellbeing: Combined Health Insurance, Employee Assistance Program, Wellness program
- Financial Benefits: Competitive pay, Profit Sharing, Life and Disability Insurance, Tuition Reimbursement

We strive to create an environment where all employees are empowered to succeed based on their skills, performance, and dedication. Our goal is to cultivate a culture of belonging that encourages innovation, collaboration, and respect for all team members, ensuring that WWT remains a great place to work for All!

Why WWT?

At World Wide Technology, we work together to make a new world happen. Our important work benefits our clients and partners as much as it does our people and communities across the globe. WWT is dedicated to achieving its mission of creating a profitable growth company that is also a Great Place to Work for All. We achieve this through our world-class culture, generous benefits and by delivering cutting-edge technology solutions for our clients.

Founded in 1990, World Wide Technology (WWT) is a global technology solutions provider leading the AI and Digital Revolution. With more than $30 billion in annual revenue, WWT combines the power of strategy, execution and partnership to accelerate digital transformational outcomes for large public and private organizations. Through its Advanced Technology Center, a collaborative ecosystem of the world's most advanced hardware and software solutions, WWT helps clients and partners conceptualize, test and validate innovative technology solutions for the best business outcomes and then deploys them at scale through its global warehousing, distribution and integration capabilities.

With over 15,000 employees and more than 55 locations around the world, WWT's culture, built on a set of core values and established leadership philosophies, has been recognized 13 years in a row by Fortune and Great Place to Work® for its unique blend of determination, innovation and creating a great place to work for all. With this culture at its foundation, WWT bridges the gap between business and technology to make a new world happen for its customers, partners and communities.

Want to work with highly motivated individuals on high-performance teams? Join WWT today!

Job Summary

WWT’s Global Enterprise Solutions (GES) Business Development team sits at the intersection of technology, financial analysis, deal structuring, and operational execution. Working side by side with our sales teams globally, we shape, price, and close some of the region’s most complex and significant opportunities. This is not a sales position per se; it is about being an analytical and action-oriented partner to our sales teams,



to our internal stakeholders, and to our clients.

You will partner with client managers, sales leadership, and WWT’s internal experts (including Finance, Legal, Compliance, Risk, Sales Operations, and Tax) to originate opportunities and – perhaps more importantly – to move those opportunities from an early concept to a signed deal. Measured over time, a seasoned Business Development professional is someone who can construct financial models; conduct macroeconomic and sector-specific market research; untangle cross-border logistics, payment terms, tax/duties, and invoicing concerns; support RFPs; and synthesize and present qualitative and quantitative information into a business case that a CFO would approve.

We hire less for a finished résumé than for how someone works: commitment to the team, attention to detail, ownership of problems before they get escalated, and the humility to take feedback and learn fast.

This job description describes the general nature and level of work required by the position. It is not intended to be an all-inclusive list of qualifications, skills, duties, responsibilities or working conditions of the job. The job description is subject to change with or without notice, and Management reserves the right to add, modify or remove any qualification or duty. Nothing in this job description changes the existing at-will employment relationship between the Company and the employee occupying the position.

Responsibilities

Deal Support and Analysis

- Build and present financial models evaluating deal economics, ROI, and total cost of ownership; compare consumption models such as capital expenditure, operating leases, and as-a-service arrangements
- Conduct macroeconomic, sector, and company-level research – including TAM sizing and financial statement analysis – to support deal strategy and pricing
- Coordinate, understand, and distill discussions among internal experts and external advisors in legal, regulatory, compliance, finance, tax, and other matters
- Help resolve matters relating to payment terms and conditions, invoicing, shipment, quote escalations, insurance, and tax by coordinating with OEM or distributor partners and cross-functional teams within WWT
- Translate technical solutions into quantified business and financial impact narratives for client and internal audiences

Sales Enablement and Proposals

- Support formal RFPs in partnership with sales teams and Proposal Managers, at times serving as business lead for solution development, writing, and pricing
- Partner with Consulting Systems Engineers and Technical Architects to translate technical solutions into business value for clients
- Continuously develop proposal content, case studies, and sales enablement materials; remain current on relevant OEM technologies (e.g. Cisco, Dell, NVIDIA, Supermicro) through internal and external training

Account and Relationship Management

- Assist sales teams with opportunity identification, qualification, and account planning across the region
- Build and sustain relationships with clients, OEM and distributor partners, and internal teams
- Facilitate the transition of “Won” opportunities to Program Management

Requirements

- Bachelor’s degree in Finance, Economics, Accounting, Engineering, Business, or a related field (BA/BS); a combination of education and experience considered in lieu of a degree
- Three or more years of relevant experience in finance / corporate finance, consulting, accounting, audit, or sales operations preferred
- Attention to detail and follow-through – a self-starter and quick learner
- Strong work ethic and ownership mentality; does the homework before escalating and is comfortable working under uncertainty or with incomplete information
- Strong analytical and quantitative skills; able to build basic financial models, interpret financial statements, and synthesize verbal and numerical findings into a explicit business narrative
- Strong written and verbal communication skills; an ability to study and take in new or dense information, and to write persuasively, clearly, and precisely
- Proficiency in Microsoft Excel and PowerPoint; familiarity with VBA or a scripting language such as Python is a plus
- Ability to build relationships across cultures and time zones; comfortable coordinating with counterparts across APAC, and occasionally the US and EMEA, outside standard hours
- English fluency required; Japanese, Korean, Mandarin, Bahasa, or other regional language proficiency a plus, depending on market coverage needs
- Ability to travel on short notice (up to 20%)

Our core offering is a talent behavior assessment toolkit, delivered through a value-added, platform-based model across leadership, HR, and organizational development sectors.

Position Overview This role is responsible for delivering sales, account management, administrative and platform support functions to ensure effective client engagement, smooth training delivery, and ongoing account growth.

Key Responsibilities & Duties: • Building, maintaining and developing relationships with client account s & key contacts. • Manage client session bookings from initial enquiry, quotes, and sourcing facilitator before handing off to training coordinator. • Nurturing Leads to convert into Accounts and Orders. • Maintaining and managing Accounts through Business Central and Salesforce platforms via task setting and follow up. • Nurturing open Opportunities through the stages to invoicing. • Involvement and planning of yearly sales budget and monthly targets. • Support content creation with M arketing for our monthly newsletters and campaigns. • Participate in regular sales and team meetings and provide support to team members as required. • 2) Administration Support • 3) Platform Administration. • KEY PERFORMANCE INDICATORS...

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📌 Tech & Ip Business Development Lead | Sydney
🏢 Gilbert + Tobin
📍 Sydney