Things to know before applying:
· You are able to work hybrid in Surry Hills, NSW
· You can work full-time for this role
· Only candidates who meet the requirements will be contacted
· You can start ASAP
Job Description:
We are seeking an experienced Business Development Manager to lead our growth into the fintech vertical across ANZ. In this hunter role, you will own the full new-business cycle - identifying target accounts, opening conversations with engineering, product, data, and operations leaders, qualifying complex opportunities, and partnering with our solutions team to convert them into long-term consulting and delivery engagements. This role works alongside our sales team and reports directly to the COO, with a focus on mid-market fintech businesses spanning payments, lending, BNPL, neobanks, wealthtech, regtech, and embedded finance.
Key Responsibilities:
Pipeline Generation & Business Development
· Build and execute a vertical strategy for fintech across ANZ, targeting mid-market businesses (20–250 staff) in payments, lending, BNPL, neobanks, digital banks, wealthtech, regtech, insurtech, and embedded finance
· Generate qualified pipeline through a balanced mix of outbound prospecting, account-based marketing, industry events (Intersekt, FinTech Australia events, AFR Banking Summit, RFI events), partner ecosystems, and warm referrals
· Personally cold-source pipeline and carry an individual new-logo target
Sales Process & Deal Management
· Run a disciplined, multi-threaded sales process from first conversation through to signed Statement of Work, typically 6–12 weeks for initial engagements with land-and-expand potential
· Qualify hard, walk away from poor-fit opportunities, and focus energy on deals that will actually close
· Maintain clean, accurate forecasting in HubSpot to contribute to a predictable revenue engine
Client Engagement & Solutions
· Partner with Solution Architects and Delivery Leads to scope proposals, build commercials, and pitch tailored solutions that win on value, not price
· Represent Adaca at industry events, on panels, and across content, building a personal brand as a trusted advisor in fintech technology and engineering services
Market Intelligence & Strategy
· Feed market intelligence back into marketing, product, and partnership strategies, helping shape offerings taken to the fintech market over the next 12–24 months
Qualifications:
Essential
· An existing network of senior engineering, product, data, and operations contacts across ANZ fintech businesses - this matters more than a large generic network
· A background selling into or working the fintech or broader financial services sector as a hunter; strongest fits include:
o Fintech and financial services tech recruiters (360-desk, not pure candidate-side)
o Payment processor and card scheme BDMs
o Core banking and BaaS platform BDMs
o Regtech, KYC, and identity vendor BDMs
· Genuine hunter profile: personally cold-sourced pipeline and carried an individual new-business number, not inherited a patch or farmed existing accounts
· 5+ years of consultative B2B sales experience
· Strong commercial instincts with the ability to qualify opportunities and focus on deals that will close
· Excellent written communication: proposals, executive summaries, and follow-ups that demonstrate a clear understanding of client needs
Highly Regarded
· Experience selling onshore-offshore or blended delivery models
· Background in fintech product, payments, lending operations, or financial services policy earlier in career
Tech Stack Requirements:
CRM & Sales Tools
· HubSpot — pipeline management, forecasting, and deal tracking
Fintech Industry Platforms (Domain Knowledge)
· Payment processors & card schemes
· Core banking & BaaS platforms
· Regtech, KYC & identity platforms
Regulatory & Compliance Frameworks (Awareness Required)
· CDR (Consumer Data Right), AUSTRAC, ASIC responsible lending guidelines
· BNPL reforms, privacy reforms, and broader Australian financial services regulatory environment
Application Question(s):
- Are you knowledgeable in CDR (Consumer Data Right), AUSTRAC, ASIC responsible lending guidelines?
- Are you knowledgeable in BNPL reforms, privacy reforms, and broader Australian financial services regulatory environment?
- How much is your asking salary?
Experience:
- Consultative B2B sales: 5 years (Preferred)
- Fintech or broader financial services sector: 1 year (Preferred)
- CRM & Sales Tools: 1 year (Preferred)
Work Location: Hybrid remote in Surry Hills NSW
