Location - Australia (Remote)
Reports to - Director of Sales & Customer Success (APAC)
Direct Reports - 2
Role Purpose
The Business Development & Partnerships Lead (APAC) is responsible for driving new business growth across the APAC region through the leadership of the business development team, ownership of regional pipeline performance, and execution of strategic growth initiatives. The role also encompasses individual sales target and contribution.
The role provides day-to-day leadership to Account Executives and business development resources, ensuring strong pipeline generation, sales execution, forecast accuracy, and achievement of revenue targets. While maintaining oversight of the Commercial Partnerships function through the Partner Enablement Lead, the primary focus of the role is accelerating new business acquisition and supporting strategic opportunities across the region.
Working closely with Marketing, Product, Customer Success and the Partner Enablement Lead, the Business Development & Partnerships Lead will identify market opportunities, strengthen go-to-market execution, and contribute to the achievement of APAC growth objectives.
Responsibilities
New Business Leadership & Sales Performance
- Lead, coach and develop Account Executives and Business Development Representatives to achieve individual and team sales targets.
- Drive execution of the APAC new business strategy and territory plans
- Establish clear performance expectations, sales activity standards and development plans.
- Conduct regular deal reviews, coaching sessions and performance discussions.
- Foster a high-performance culture focused on accountability, collaboration and continuous improvement.
- Ensure adoption of agreed sales methodologies, CRM disciplines and commercial best practices.
Pipeline Management & Forecasting
- Own APAC pipeline performance, forecasting accuracy and revenue visibility.
- Monitor pipeline health, conversion rates, sales velocity and opportunity progression.
- Ensure opportunities are appropriately qualified, managed and forecasted within CRM
- Identify pipeline risks and implement mitigation strategies.
- Provide accurate and timely reporting, analysis and recommendations to the Director of Sales & Customer Success
Strategic Opportunities & Revenue Growth
- Personally lead strategic opportunities and key pursuits across the APAC region.
- Support complex sales engagements involving multiple stakeholders, procurement teams and executive decision-makers.
- Lead consultative sales processes from discovery through to proposal, negotiation and close.
- Develop account strategies for strategic target accounts and growth sectors.
- Contribute directly to the achievement of APAC new business revenue targets.
Tenders, RFPs & Market Development
- Support responses to strategic tenders, RFPs, RFQs and procurement opportunities.
- Provide guidance and support to Account Executives on solution positioning and proposal development.
- Collaborate with Product, Marketing and Customer Success teams to develop compelling client solutions.
- Identify emerging market opportunities, industry trends and competitive threats.
- Represent the business at industry events, conferences and customer engagements where appropriate.
Partnerships Oversight
- Provide leadership support and strategic direction to the Partner Enablement Lead.
- Maintain visibility of partnership performance, pipeline contribution and strategic partner initiatives.
- Support major partner opportunities and executive-level partner engagements when required.
- Ensure alignment between partnership activities and broader APAC growth objectives.
- Collaborate with the Partner Enablement Lead to identify opportunities for partner-sourced growth.
Cross-Functional Collaboration
· Work closely with Marketing to maximise lead generation and campaign effectiveness.
· Collaborate with Product teams to provide market feedback and customer insights.
· Contribute to regional and global growth initiatives as required.
· Promote a culture of teamwork, knowledge sharing and continuous improvement.
Person Specification
Essential
- Proven leadership experience in business development, sales or commercial roles.
- Strong track record delivering new business revenue growth and achieving sales targets.
- Experience operating within a SaaS, Learning Management System (LMS), Human Capital Management (HCM), Talent Management, HR Technology, Learning Technology Services or related subscription-based technology environment.
- Demonstrated experience managing complex B2B sales cycles involving multiple stakeholders and executive decision-makers.
- Strong forecasting, pipeline management and CRM discipline.
- Excellent communication, presentation, stakeholder management and negotiation skills.
- Ability to lead, coach and develop high-performing sales teams.
Desirable
- Experience within Learning Technologies, Digital Learning, Learning Services or EdTech sectors.
- Experience with government procurement, tenders and RFP processes.
- Experience working across APAC markets.
- Understanding of channel partnerships, reseller networks and indirect sales models.
- Experience using Salesforce/Hubspot or equivalent CRM platforms.
Values & Behaviours
Be Curious
- Seeks to understand customers, markets, competitors and emerging opportunities.
- Uses data and insights to challenge assumptions and improve performance.
- Continuously learns and encourages innovation within the team.
Provide Insane Customer Service
- Builds trusted advisor relationships with prospects, customers and partners.
- Anticipates stakeholder needs and proactively delivers solutions.
- Maintains a customer-first mindset throughout the sales process.
Act Like It’s Your Own Business
- Demonstrates ownership of pipeline, revenue performance and customer outcomes.
- Exercises strong commercial judgement and accountability.
- Challenges inefficiencies and seeks continuous improvement.
Go Above and Beyond
- Consistently delivers high-quality outcomes and supports team success.
- Demonstrates resilience, adaptability and a growth mindset.
- Steps in to support strategic opportunities and business priorities when required
Be a Team Player
- Builds strong relationships across Sales, Marketing, Product, Customer Success and Partnerships.
- Encourages collaboration, transparency and knowledge sharing.
- Supports capability development and contributes positively to team culture.
Job Type: Full-time
Benefits:
- Maternity leave
- Paid volunteer leave
- Parental leave
- Work from home
Work Location: Remote
