About Drone Forge
Drone Forge is a Western Australian uncrewed systems capability integrator working across defence, government and commercial sectors. We're a defence-grade operator that also delivers commercial work, and we're platform-agnostic across air, land, surface and subsurface systems, payloads and software. We cover the full uncrewed lifecycle (manufacturing, integration, maintenance, operations and training), so our customers get one provider rather than a single-point supplier. We're a proud veteran employer.

Purpose of the Role
The Business Development Manager – Commercial is responsible for growing Drone Forge’s commercial revenue across the resources, energy, utilities, infrastructure, agriculture and local government sectors.
The role will identify, develop and convert new business opportunities for Drone Forge’s uncrewed systems, technology and associated services, while building long-term relationships with customers across Western Australia and broader Australian markets.
The position owns the commercial sales cycle from initial engagement and opportunity qualification through solution development, proposal, negotiation and contract execution, with an ongoing focus on account growth and recurring revenue.

Key Responsibilities Business Development & Revenue Growth

- Develop and execute business development activities to grow commercial revenue across resources, energy, utilities, infrastructure, agriculture and local government.
- Identify, qualify and pursue recent customers, projects, tenders and strategic opportunities.
- Build and maintain a strong, qualified sales pipeline.
- Manage the full sales lifecycle from prospecting and discovery through proposals, commercial negotiation and contract execution.
- Achieve agreed revenue, margin and business development targets.
- Develop opportunities for recurring revenue through service agreements, leasing arrangements, maintenance, training and multi-site programs.
- Identify opportunities to expand existing customer relationships through upselling and cross-selling.

Customer & Account Management

- Develop strong relationships with asset owners, operators, contractors,



government entities and other key decision-makers.
- Act as the primary commercial interface for assigned customers and opportunities.
- Understand customer operational challenges and work with internal technical teams to develop fit-for-purpose solutions.
- Maintain relationships following contract award to identify renewals, expansion opportunities and additional service requirements.
- Conduct regular customer engagement and account reviews.

Solution & Commercial Development

- Work closely with operations, engineering and technical teams to develop solutions that meet customer operational requirements.
- Prepare and coordinate proposals, quotations, tender responses and commercial submissions.
- Support commercial pricing, margin assessment and contract negotiations.
- Translate Drone Forge’s technical capabilities into clear customer value propositions.
- Ensure opportunities are commercially viable and can be effectively delivered by the business.

Market Development

- Develop Drone Forge’s presence within targeted commercial sectors.
- Monitor market trends, customer requirements, emerging technologies and competitor activity.
- Identify new applications for uncrewed and autonomous systems within target industries.
- Develop strategic relationships with industry partners, technology providers and channel partners.
- Represent Drone Forge at customer meetings, industry events, conferences and relevant professional forums.
- Work with the marketing team to develop sector-specific campaigns, case studies and customer engagement initiatives.

CRM, Forecasting & Reporting

- Maintain accurate customer, opportunity and pipeline information within HubSpot.
- Develop and maintain reliable sales forecasts.
- Report regularly on pipeline activity, opportunity progression, revenue outlook and key market developments.




- Maintain appropriate records of customer interactions, proposals and commercial commitments.

Other

- A scope of work/tasks outside of this job description may be required at the Company's request.

Selection Criteria Essential

- Demonstrated experience in B2B business development, technical sales or solution sales.
- Proven ability to generate new business and manage opportunities through the complete sales lifecycle.
- Experience selling products, technology, services or integrated solutions into commercial or government customers.
- Strong commercial acumen, including pricing, margin, negotiation and contract management.
- Strong stakeholder management and relationship-building capability.
- Demonstrated ability to develop and maintain a structured sales pipeline and forecast.
- Strong written and verbal communication skills.
- Current Australian driver's licence.
- Ability and willingness to travel to customer sites, including regional and remote locations.
- Strong, relentless, and can-do attitude!

Desirable

- Established networks within resources, mining, oil and gas, energy, utilities, infrastructure, agriculture or local government.
- Experience working with technology, robotics, autonomous systems, drones or remote operations.
- Knowledge of RPAS/UAS operations, DJI Enterprise or drone-in-a-box solutions.
- Experience with mine-site customer environments, vendor onboarding and site inductions.
- Experience using HubSpot or a comparable CRM.

What we offer?

- Base salary plus a performance incentive, reviewed annually.
- A hybrid arrangement: Perth base with regular client site visits.
- A direct line to the CEO and real influence over how the commercial function grows.
- The chance to work with leading-edge uncrewed technology across air, land and sea.
- A growing company.

Working Conditions
The role involves domestic and international travel as required, including regional WA site visits. Site visits require completing inductions, fitness-for-work requirements and drug and alcohol testing. A national police check and reference checks are required before employment starts.

📌 Business Development Manager (Perth)
🏢 Drone Forge
📍 Perth