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 DEVELOPMENTDevelop and execute comprehensive growth strategies and plans aligned with InDebted's Australian market objectives and revenue targetsOwn and drive the complete sales cycle from prospecting and lead qualification through to proposal development, negotiation, and contract closureIdentify and map business strengths and customer needs to position InDebted's value proposition effectivelyBuild and maintain a robust sales pipeline with consistent coverage of 3-5x quarterly quotaResearch and identify viable business opportunities and income streams across target industry verticals including utilities, telecommunications, financial services, retail, and healthcareConduct in-depth market analysis to identify new market segments and customer needsPrepare and deliver compelling sales presentations and product demonstrations to senior stakeholders and C-suite executivesLead complex, multi-stakeholder negotiations to secure favorable commercial terms while maintaining strong client relationshipsAchieve and exceed monthly, quarterly, and annual sales targets and KPIsFollow industry trends both locally and internationally to identify emerging opportunities and maintain competitive advantageCLIENT RELATIONSHIP MANAGEMENTManage and retain relationships with existing clients, serving as their primary strategic contactIncrease client base through systematic prospecting, networking, and relationship-building activitiesConduct regular business reviews with key clients to ensure satisfaction, identify expansion opportunities, and reinforce InDebted's valueAddress client concerns and escalations promptly, working collaboratively with internal teams to deliver solutionsIdentify upsell and cross-sell opportunities within the existing client portfolioBuild long-term, trusted partnerships with clients by demonstrating deep understanding of their business challenges and objectivesPROPOSALS, CONTRACTS & COMMERCIAL ACTIVITIESDevelop comprehensive, customized business proposals that clearly articulate InDebted's value proposition and demonstrate ROILead responses to RFPs, RFQs, and tenders for collections and credit-related servicesDraft and review commercial contracts in collaboration with Legal and Finance teamsEnsure all proposals and contracts reflect competitive pricing structures while maintaining healthy profit marginsNegotiate commercial terms, service level agreements, and pricing with prospective and existing clientsEnsure all agreements adhere to Australian regulatory requirements and InDebted's compliance standardsKNOWLEDGE & MARKET INTELLIGENCEMaintain in-depth knowledge of InDebted's product suite, technology platform, and unique value propositionDevelop and maintain expert-level understanding of the Australian collections and receivables management industryStay informed on regulatory changes, compliance requirements, and industry best practicesMonitor competitor activities, market positioning, and pricing strategiesRepresent InDebted at industry conferences, networking events, and professional forumsShare market intelligence and competitive insights with Product, Marketing, and Leadership teamsREPORTING & COLLABORATIONMaintain accurate and up-to-date records in CRM system (Salesforce) including all activities, opportunities, and forecastsProvide regular sales forecasts and pipeline reports to leadershipReport on successes, challenges, and areas requiring improvement or supportCollaborate closely with Marketing to align on campaign strategies, lead generation activities, and content developmentWork with Client Success teams to ensure smooth client onboarding and transition from sales to service deliveryPartner with Product and Operations teams to communicate client feedback and influence product roadmapHelp build and train the sales team as InDebted expands its Australian presence
Key Accountabilities
SALES PERFORMANCEMeet or exceed assigned quarterly and annual sales quotasMaintain minimum pipeline coverage ratiosAchieve target win rates and average deal sizesDeliver accurate sales forecasts with <10% varianceCLIENT ACQUISITION & RETENTIONGenerate minimum number of qualified opportunities per quarterAchieve target conversion rates across sales funnel stagesMaintain high client satisfaction scores (NPS)Minimize client churn through proactive relationship managementCOMMERCIAL EXCELLENCEEnsure all deals meet minimum margin requirementsMaintain proposal win rate targetsComplete all tender and RFP responses within required timeframesEnsure contract compliance and adherence to legal guidelinesMARKET LEADERSHIPAttend minimum number of industry events and networking forums quarterlyGenerate market intelligence reports and competitive insightsPosition InDebted as a thought leader in the Australian collections industryOPERATIONAL EXCELLENCEMaintain CRM data accuracy and completeness at >95%Submit all required reports and forecasts on timeRespond to all client inquiries and internal requests within 24 hoursEnsure all activities align with InDebted's values and compliance requirementsWe 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
ESSENTIALMinimum 5+ years of proven B2B sales experience in corporate or enterprise environmentsDemonstrated track record of consistently meeting or exceeding sales quotas and revenue targetsExperience managing complex, multi-stakeholder sales cycles with deal values of $100K+ AUDProven ability to prospect, qualify, and close new business independentlyStrong experience in account management and growing existing client relationshipsExcellent presentation and communication skills with ability to influence C-suite executivesProficiency in CRM systems (strongly preferred) and Microsoft Office suiteBachelor's degree in Business, Marketing, Commerce, or related field (or equivalent experience)Legal right to work in AustraliaHIGHLY DESIRABLEBackground in financial services, fintech, SaaS, or professional services salesExperience in the collections, debt recovery, credit management, or BPO industriesExisting network of contacts in target industries (financial services, utilities, telecommunications)Post-graduate qualifications or professional sales certificationsKnowledge of Australian collections regulations and compliance requirements (e.g., ACCC, ASIC guidelines)
Specific Requirements
Valid Australian driver's licenseWillingness to travel regularly across Australia (approximately 20-30% of time)Ability to work flexible hours to accommodate client schedules and time zonesBased in Sydney or Melbourne (preferred) or willing to relocateComfortable working in a fast-paced, high-growth technology environment
Key Competencies
SALES EXCELLENCEStrategic Selling – Develops and executes account plans; navigates complex organizations to identify decision-makers and influencersConsultative Approach – Asks insightful questions to uncover client needs and positions solutions accordinglyCommercial Acumen – Understands financial drivers, ROI models, and pricing strategiesNegotiation Mastery – Achieves win-win outcomes while protecting margin and maintaining relationshipsCOMMUNICATION & INFLUENCEExecutive Presence – Communicates confidently and credibly with senior stakeholdersPersuasive Communication – Articulates value propositions clearly in written and verbal formatsActive Listening – Seeks to understand before being understood; demonstrates empathyPresentation Skills – Delivers engaging, professional presentations tailored to audience needsRELATIONSHIP BUILDINGClient Focus – Genuinely committed to understanding and solving client challengesNetworking – Builds and leverages extensive professional networksTrust Building – Establishes credibility through reliability, transparency, and competenceStakeholder Management – Manages multiple relationships across complex organizational structuresDRIVE & RESULTS ORIENTATIONGoal Achievement – Self-motivated to meet and exceed targets consistentlyResilience – Maintains energy and optimism in the face of setbacks or rejectionInitiative – Proactively identifies opportunities and takes action without being directedAccountability – Takes ownership of results and follows through on commitmentsBUSINESS ACUMENMarket Intelligence – Stays informed on industry trends, competitive dynamics, and regulatory changesStrategic Thinking – Sees the bigger picture and connects activities to business outcomesFinancial Literacy – Understands P&L impact, pricing models, and contract economicsProblem Solving – Analyzes situations thoroughly and develops creative solutionsPLANNING & ORGANIZATIONPipeline Management – Effectively manages sales pipeline to ensure consistent deal flowTime Management – Prioritizes high-value activities and manages multiple opportunities simultaneouslyAttention to Detail – Ensures accuracy in proposals, contracts, and CRM documentationProcess Discipline – Follows established sales processes and methodologies consistentlyADAPTABILITY & LEARNINGChange Agility – Thrives in dynamic, fast-paced environmentsContinuous Improvement – Seeks feedback and actively works to develop new skillsTechnology Adoption – Quickly learns and leverages new tools and platformsMarket 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 & CommissionGenerous base salary commensurate with experienceUncapped commission structure with accelerators for over-achievementClear, transparent commission plan with monthly payoutsOn-target earnings (OTE) significantly above market for top performersBenefits PackageOur 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 budgetModern technology and tools to support your successCollaborative, high-energy team environmentRegular team events and celebrationsHealth and wellness programsEmployee referral bonusesCareer 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/CVCover letter outlining your relevant sales experience and why you're interested in InDebtedExamples 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!
