Business Development Manager

About InDebted: InDebted provides future-thinking organisations with products and solutions to support overdue consumers through debt. Backed by technology with a human touch, we use machine learning and AI to personalise the collections journey and champion positive customer experiences — all so we can change the world of consumer debt for good. Founded in Australia, today we're a team of over 300 people living and working around the world. We're rapidly expanding throughout North America, the United Kingdom, Europe, Latin America and the Middle East. We’re a $50m revenue (and growing) organisation, having recently completed our Series C funding round, backed by leading investors such as Airtree. Now is an exciting time to join the team as we continue to make the experience of debt resolution smoother, and more human. About the Role The Business Development Manager is a critical driver of InDebted's growth across the Australian market. This senior sales role is responsible for identifying, pursuing, and closing new business opportunities while expanding relationships within our existing client portfolio. You will be the face of InDebted to prospective and existing corporate clients, leading the full sales cycle from initial prospecting through contract negotiation and seamless handover to our Client Success team. Your success will be measured by your ability to drive revenue growth, exceed sales targets, and position InDebted as the partner of choice for innovative collections and receivables management solutions. This is a high-impact, target-driven role for an ambitious sales professional who thrives on building relationships with C-suite and senior decision-makers, navigating complex sales cycles, and consistently delivering results in a competitive market. Reporting Structure This position reports directly to the Managing Director, Australia – a newly appointed strategic leadership role focused on accelerating InDebted's growth trajectory across the Australian market. As a key member of the Australian team, the Business Development Manager will work in close partnership with the MD to execute our ambitious expansion strategy. This role is instrumental in taking InDebted to the next level – driving market penetration, establishing InDebted as the category leader in innovative collections solutions, and building the foundation for sustained growth across Australia. You will have direct access to senior leadership, significant autonomy in shaping sales strategy, and the opportunity to make an immediate, measurable impact on the company's success. This is a career-defining opportunity for a sales leader ready to be part of something transformational. Key Responsibilities

SALES & BUSINESS DEVELOPMENT

Develop and execute comprehensive growth strategies and plans aligned with InDebted's Australian market objectives and revenue targets

Own and drive the complete sales cycle from prospecting and lead qualification through to proposal development, negotiation, and contract closure

Identify and map business strengths and customer needs to position InDebted's value proposition effectively

Build and maintain a robust sales pipeline with consistent coverage of 3-5x quarterly quota

Research and identify viable business opportunities and income streams across target industry verticals including utilities, telecommunications, financial services, retail, and healthcare

Conduct in-depth market analysis to identify new market segments and customer needs

Prepare and deliver compelling sales presentations and product demonstrations to senior stakeholders and C-suite executives

Lead complex, multi-stakeholder negotiations to secure favorable commercial terms while maintaining strong client relationships

Achieve and exceed monthly, quarterly, and annual sales targets and KPIs

Follow industry trends both locally and internationally to identify emerging opportunities and maintain competitive advantage

CLIENT RELATIONSHIP MANAGEMENT

Manage and retain relationships with existing clients, serving as their primary strategic contact

Increase client base through systematic prospecting, networking, and relationship-building activities

Conduct regular business reviews with key clients to ensure satisfaction, identify expansion opportunities, and reinforce InDebted's value

Address client concerns and escalations promptly, working collaboratively with internal teams to deliver solutions

Identify upsell and cross-sell opportunities within the existing client portfolio

Build long-term, trusted partnerships with clients by demonstrating deep understanding of their business challenges and objectives

PROPOSALS, CONTRACTS & COMMERCIAL ACTIVITIES

Develop comprehensive, customized business proposals that clearly articulate InDebted's value proposition and demonstrate ROI

Lead responses to RFPs, RFQs, and tenders for collections and credit-related services

Draft and review commercial contracts in collaboration with Legal and Finance teams

Ensure all proposals and contracts reflect competitive pricing structures while maintaining healthy profit margins

Negotiate commercial terms, service level agreements, and pricing with prospective and existing clients

Ensure all agreements adhere to Australian regulatory requirements and InDebted's compliance standards

KNOWLEDGE & MARKET INTELLIGENCE

Maintain in-depth knowledge of InDebted's product suite, technology platform, and unique value proposition

Develop and maintain expert-level understanding of the Australian collections and receivables management industry

Stay informed on regulatory changes, compliance requirements, and industry best practices

Monitor competitor activities, market positioning, and pricing strategies

Represent InDebted at industry conferences, networking events, and professional forums

Share market intelligence and competitive insights with Product, Marketing, and Leadership teams

REPORTING & COLLABORATION

Maintain accurate and up-to-date records in CRM system (Salesforce) including all activities, opportunities, and forecasts

Provide regular sales forecasts and pipeline reports to leadership

Report on successes, challenges, and areas requiring improvement or support

Collaborate closely with Marketing to align on campaign strategies, lead generation activities, and content development

Work with Client Success teams to ensure smooth client onboarding and transition from sales to service delivery

Partner with Product and Operations teams to communicate client feedback and influence product roadmap

Help build and train the sales team as InDebted expands its Australian presence

Key Accountabilities

SALES PERFORMANCE

Meet or exceed assigned quarterly and annual sales quotas

Maintain minimum pipeline coverage ratios

Achieve target win rates and average deal sizes

Deliver accurate sales forecasts with <10% variance

CLIENT ACQUISITION & RETENTION

Generate minimum number of qualified opportunities per quarter

Achieve target conversion rates across sales funnel stages

Maintain high client satisfaction scores (NPS)

Minimize client churn through proactive relationship management

COMMERCIAL EXCELLENCE

Ensure all deals meet minimum margin requirements

Maintain proposal win rate targets

Complete all tender and RFP responses within required timeframes

Ensure contract compliance and adherence to legal guidelines

MARKET LEADERSHIP

Attend minimum number of industry events and networking forums quarterly

Generate market intelligence reports and competitive insights

Position InDebted as a thought leader in the Australian collections industry

OPERATIONAL EXCELLENCE

Maintain CRM data accuracy and completeness at >95%

Submit all required reports and forecasts on time

Respond to all client inquiries and internal requests within 24 hours

Ensure all activities align with InDebted's values and compliance requirements

We do what's right, even when it's difficult. We operate transparently, maintain the highest ethical standards, and take responsibility for our actions.

Qualifications & Experience

ESSENTIAL

Minimum 5+ years of proven B2B sales experience in corporate or enterprise environments

Demonstrated track record of consistently meeting or exceeding sales quotas and revenue targets

Experience managing complex, multi-stakeholder sales cycles with deal values of $100K+ AUD

Proven ability to prospect, qualify, and close new business independently

Strong experience in account management and growing existing client relationships

Excellent presentation and communication skills with ability to influence C-suite executives

Proficiency in CRM systems (strongly preferred) and Microsoft Office suite

Bachelor's degree in Business, Marketing, Commerce, or related field (or equivalent experience)

Legal right to work in Australia

HIGHLY DESIRABLE

Background in financial services, fintech, SaaS, or professional services sales

Experience in the collections, debt recovery, credit management, or BPO industries

Existing network of contacts in target industries (financial services, utilities, telecommunications)

Post-graduate qualifications or professional sales certifications

Knowledge of Australian collections regulations and compliance requirements (e.g., ACCC, ASIC guidelines)

Specific Requirements

Valid Australian driver's license

Willingness to travel regularly across Australia (approximately 20-30% of time)

Ability to work flexible hours to accommodate client schedules and time zones

Based in Sydney or Melbourne (preferred) or willing to relocate

Comfortable working in a fast-paced, high-growth technology environment

Key Competencies

SALES EXCELLENCE

Strategic Selling – Develops and executes account plans; navigates complex organizations to identify decision-makers and influencers

Consultative Approach – Asks insightful questions to uncover client needs and positions solutions accordingly

Commercial Acumen – Understands financial drivers, ROI models, and pricing strategies

Negotiation Mastery – Achieves win-win outcomes while protecting margin and maintaining relationships

COMMUNICATION & INFLUENCE

Executive Presence – Communicates confidently and credibly with senior stakeholders

Persuasive Communication – Articulates value propositions clearly in written and verbal formats

Active Listening – Seeks to understand before being understood; demonstrates empathy

Presentation Skills – Delivers engaging, professional presentations tailored to audience needs

RELATIONSHIP BUILDING

Client Focus – Genuinely committed to understanding and solving client challenges

Networking – Builds and leverages extensive professional networks

Trust Building – Establishes credibility through reliability, transparency, and competence

Stakeholder Management – Manages multiple relationships across complex organizational structures

DRIVE & RESULTS ORIENTATION

Goal Achievement – Self-motivated to meet and exceed targets consistently

Resilience – Maintains energy and optimism in the face of setbacks or rejection

Initiative – Proactively identifies opportunities and takes action without being directed

Accountability – Takes ownership of results and follows through on commitments

BUSINESS ACUMEN

Market Intelligence – Stays informed on industry trends, competitive dynamics, and regulatory changes

Strategic Thinking – Sees the bigger picture and connects activities to business outcomes

Financial Literacy – Understands P&L impact, pricing models, and contract economics

Problem Solving – Analyzes situations thoroughly and develops creative solutions

PLANNING & ORGANIZATION

Pipeline Management – Effectively manages sales pipeline to ensure consistent deal flow

Time Management – Prioritizes high-value activities and manages multiple opportunities simultaneously

Attention to Detail – Ensures accuracy in proposals, contracts, and CRM documentation

Process Discipline – Follows established sales processes and methodologies consistently

ADAPTABILITY & LEARNING

Change Agility – Thrives in dynamic, fast-paced environments

Continuous Improvement – Seeks feedback and actively works to develop new skills

Technology Adoption – Quickly learns and leverages new tools and platforms

Market Adaptability – Adjusts strategies based on market feedback and changing conditions

Compensation & Benefits

InDebted offers a highly competitive compensation package designed to attract and retain top sales talent:

Base Salary & Commission

Generous base salary commensurate with experience

Uncapped commission structure with accelerators for over-achievement

Clear, transparent commission plan with monthly payouts

On-target earnings (OTE) significantly above market for top performers

Benefits Package

Our benefits packages vary depending on region and role requirements. Your talent acquisition team member will provide full details during the recruitment process. InDebted typically offers comprehensive benefits including:

Flexible working arrangements (hybrid work model)

Professional development opportunities and learning budget

Modern technology and tools to support your success

Collaborative, high-energy team environment

Regular team events and celebrations

Health and wellness programs

Employee referral bonuses

Career progression opportunities in a rapidly growing global company

Performance Measures

Success in this role will be measured against:

Quarterly and annual sales quota attainment (weighted 50%)

New client acquisition volume and value (weighted 20%)

Pipeline generation and coverage (weighted 10%)

Client satisfaction and retention rates (weighted 10%)

CRM data accuracy and activity metrics (weighted 5%)

Collaboration and adherence to InDebted values (weighted 5%)

This position is offered as a permanent full-time role under an Australian individual 

Application Process

To apply for this exciting opportunity to join InDebted's growing Australian team, please submit your application including:

Current resume/CV

Cover letter outlining your relevant sales experience and why you're interested in InDebted

Examples of your sales achievements (e.g., quota attainment, significant deals closed)