The Role
The Business Development Manager at InDebted will drive growth in the Australian market by pursuing new business, managing client relationships, and overseeing the sales cycle to exceed revenue targets.
Summary Generated by Built In
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)
Our benefits packages vary depending on region and role requirements. Our talent acquisition team will be able to share more during the recruitment process.
At InDebted, we respect and celebrate the unique attributes, characteristics, and perspectives that make each person who they are. We also believe that bringing diverse individuals together allows us to build better products and a better overall company. InDebted is an Equal Opportunity Employer.
For Recruiters: We appreciate the interest of all candidates and recruitment agencies, however for this role we are managing this hiring process internally and will not be accepting applications through recruitment agencies. Thank you!
Top Skills
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The Company
What We Do
InDebted is changing the world of consumer debt recovery for good.
Using data science, personalisation and digital channels, we’ve created a better way to collect debt that delivers 40% increased recoveries for businesses, while providing an empathetic experience that places consumers at the heart of our product.
It’s emotionally intelligent, digitally intelligent, and simply intuitive to the needs of every person, everywhere.
InDebted was founded in 2016 by our CEO, Josh Foreman. Fast forward to today, and InDebted has completed four funding rounds totalling $70+ million AUD, we’ve grown to a team of over 250 people living and working in 11 countries around the world, and we’re operational in five markets.
