Are you a commercially driven sales leader who knows how to turn strategy into revenue, partnerships into opportunities, and talented individuals into high-performing teams?
At Objective, we're looking for a Director, Business Development, Channels & Alliances to lead our business development function and build a thriving partner ecosystem across our Information Intelligence business.
This is an opportunity to take ownership of a critical growth function, influence our go-to-market strategy and play a pivotal role in expanding our presence across government and regulated industries.
Why Objective?At Objective, we create software that makes a difference.
With over 400 people across Australia, New Zealand, the UK and the US, we're an established Australian technology company delivering innovative SaaS solutions that help governments and regulated organisations work smarter, make better decisions and deliver stronger outcomes for their communities.
Our Information Intelligence solutions help organisations securely manage, connect, protect and unlock the value of their information.
We're ambitious about our future, and we're looking for a commercial leader who can help us accelerate that growth.
The opportunity
Reporting to the VP Sales & Customer Success, Information Intelligence ANZ, you'll lead a team of business development professionals while taking ownership of our channel and alliances strategy.
Your focus will be twofold: driving direct sales performance and creating new revenue opportunities through strategic partnerships.
You'll bring commercial discipline, market insight and an entrepreneurial mindset to how we identify opportunities, build relationships and win business.
This is a role for someone who enjoys being close to the action, whether that's coaching a team through a complex deal, developing a strategic alliance or engaging senior stakeholders to unlock new opportunities.
What you'll be doing?
Lead, coach and develop a high-performing business development team, creating a culture of accountability, collaboration and commercial success.
Own revenue performance, sales forecasting and pipeline development, ensuring the team is positioned to achieve both immediate and long-term growth targets.
Drive strategic sales execution, supporting your team through complex enterprise sales cycles, negotiations and major opportunities.
Leverage your own network and industry relationships to identify, influence and secure new business.
Shape and execute a channel and alliances strategy that expands Objective's market reach and creates sustainable revenue opportunities.
Identify, establish and grow relationships with strategic technology partners, system integrators and other channel partners.
Develop commercially compelling partner propositions, agreements and go-to-market initiatives.
Build a scalable partner ecosystem with clear performance measures, enablement programs and shared growth objectives.
Partner with senior leaders across Sales, Marketing, Product and Customer Success to align commercial priorities and accelerate market opportunities.
Bring market intelligence, competitive insights and customer perspectives into strategic decision-making.
Represent Objective with senior executives, partners and industry stakeholders, strengthening our market position and brand.
Champion continuous improvement in sales effectiveness, processes and commercial performance.
Lead, inspire and deliver
Build partnerships that drive growth
Influence our growth strategy
What you'll bring
Proven success leading and developing high-performing business development or enterprise sales teams within a B2B SaaS or enterprise software environment.
A strong track record of achieving revenue targets, building healthy pipelines and closing complex, high-value deals.
Demonstrated experience developing channel partnerships, strategic alliances or partner-led revenue opportunities.
Experience selling into government, public sector or highly regulated industries, with an understanding of complex buying environments.
Strong commercial acumen, executive-level stakeholder engagement and negotiation capabilities.
Experience applying structured enterprise sales methodologies such as MEDDPICC, Challenger or Strategic Selling.
Confidence using Salesforce and sales analytics to drive performance, forecast accurately and make informed decisions.
A leadership style that balances ambition, accountability and genuine investment in developing people.
We're looking for an accomplished commercial leader who combines strategic thinking with a genuine passion for sales execution and building relationships.
You'll ideally bring:
Above all, you're someone who can see the bigger commercial picture while staying connected to the people, partnerships and opportunities that make growth happen.
Skills Required
- Experience leading and developing high-performing business development or enterprise sales teams in B2B SaaS or enterprise software
- Proven record of achieving revenue targets, building pipelines, and closing complex, high-value deals
- Experience developing channel partnerships, strategic alliances, or partner-led revenue opportunities
- Experience selling to government, public sector, or highly regulated industries
- Strong commercial acumen, executive stakeholder engagement, and negotiation skills
- Experience with MEDDPICC, Challenger, Strategic Selling, or similar enterprise sales methodologies
- Proficiency using Salesforce and sales analytics for performance management and forecasting
- Ability to lead, coach, and develop high-performing teams
What We Do
We’re formed by a team of creators, passionate about code, agile methodology and focused on sharing knowledge to generate value for our customers through digital solutions. Discovering innovative paths in complex and strategic projects, we guarantee the quality of delivery in scale through continuous tests automation, which creates the necessary confidence for creating long-standing relationships among employees, customers and partners. For over 20 years, we have contributed to the success of the largest telecommunications companies in Brazil with digital solutions for billing and subscribers management. And through our experience and knowledge, we expanded our offerings with a portfolio of digital solutions, consultancies and software development teams for the most varied market segments, such as manufacturing, finance, education, retail, health and utilities. The United States unit was founded in 2017, in Chicago, allowing us to deliver the same quality, expertise and specific IT solutions to American companies. The company belongs to the Objective Group, which includes E-TRUST, specialized in information security and Identity Management, CodeIT, which develops systems for insurance and social security and ELEFLOW with BI solutions and Big Data Analytics. If you like challenges, learn constantly and value personal connections, join us! Other interesting information about us you should know: - One of the best companies to work in Paraná, Brazil, according to GPTW - We offer one of the best remuneration in Brazilian IT market, according to Glassdoor - Offices in Brazil (São Paulo, Maringá, Curitiba) and Chicago - We’re a benchmark of agile development, with a case published on ‘The Scrumban [R]Evolution: Getting the Most Out of Agile, Scrum, and Lean Kanban’ book, from Ajay Reddy
