Business Development Director

Our role:

Reporting to the VP Sales (ANZ), you'll take ownership of new business development within your nominated territory, identifying opportunities, building strategic relationships and driving revenue growth.

This is an individual contributor role with significant commercial accountability.

You'll engage with C-suite executives, senior government stakeholders and key industry influencers, navigating complex procurement processes and positioning Objective as a trusted technology partner.

We're looking for someone who brings more than a strong sales track record. You'll understand how government organisations operate, know how to navigate complex buying environments and have the commercial instinct to turn relationships into long-term business opportunities.

What you'll be doing

• Own your territory: Develop and execute a strategic territory plan to identify, pursue and secure new business opportunities.

• Drive revenue growth: Build and convert a strong pipeline of high-value enterprise software and professional services opportunities, delivering against annual sales targets.

• Engage senior decision-makers: Build trusted relationships with C-suite executives, government leaders and key industry stakeholders, influencing complex purchasing decisions.

• Lead complex sales cycles: Navigate long, consultative sales processes, from initial engagement and opportunity qualification through to negotiation and contract closure.

• Shape winning solutions: Collaborate with Pre-Sales, Product, Consulting Services and Marketing to develop compelling proposals, respond to tenders and deliver solutions that address customer challenges.

• Bring market insight: Leverage your knowledge of the public sector, industry trends and competitive landscape to identify emerging opportunities and strengthen our market position.

• Drive sales excellence: Maintain disciplined pipeline management, accurate forecasting and strategic opportunity planning using Salesforce and established sales methodologies.

What you'll bring:

We're looking for a commercially astute, highly motivated sales professional with a proven ability to win complex enterprise software deals.

You'll bring:

• Extensive experience in enterprise software or SaaS sales, ideally with a strong track record selling into Australian government, public sector or regulated industries.

• Demonstrated success winning high-value, complex software deals, ideally exceeding $1 million.

• An established network of senior decision-makers and industry contacts, with the ability to build relationships and create new opportunities.

• Experience navigating lengthy sales cycles, complex procurement environments and competitive tender processes.

• Strong consultative selling capabilities, with experience in methodologies such as Strategic Selling, Solution Selling or Challenger Selling.

• Exceptional executive engagement, negotiation and influencing skills, with the confidence to engage stakeholders at all levels.

• Strong territory planning, pipeline management and forecasting capabilities, supported by proficiency in Salesforce or similar CRM platforms.

• A self-driven, resilient and entrepreneurial approach, with the ability to operate autonomously while collaborating effectively with internal teams.

Most importantly, you'll know how to identify opportunities others might miss, build credibility with senior stakeholders and turn complex business challenges into successful commercial outcomes.