Business Development Manager

About the Role:

You'll own a named list of SME, mid-market and lower enterprise eCommerce merchants, typically doing $5M to $30M in revenue, and you'll generate every opportunity on it yourself. No inbound leads will be routed to you.

You'll work full cycle on what you source, with support from the Enterprise Sales Manager and CGO on the larger and more complex deals. This role suits someone who is comfortable with a cold start, has a point of view on the market, and would rather build a territory than inherit one.

Key Responsibilities:

• Own a named account list of mid-market and lower enterprise merchants, and keep it current against our ICP.
• Build your own pipeline through outbound; cold calling, multi-channel sequencing, LinkedIn, events and referral mining.
• Build and run your own AI tooling for the territory; research agents, enrichment and scoring workflows, account briefs, and anything else that removes manual work from your week.
• Use AI to find signal at scale. Monitor target accounts for buying triggers, surface merchants matching our ICP, and turn public data into a prioritised call list rather than a spreadsheet you maintain by hand.
• Prepare with AI before every meeting: account briefs, stakeholder mapping, competitor position, and a point of view on the merchant's fulfilment economics.Give yourself an unfair advantage to win.
• Share what you build. Tools that work get adopted across the Growth team, so the leverage compounds rather than sitting with one person.
• Prospect on buying triggers rather than volume. Brands entering the Australian market, peak season failures, funding rounds, 3PL contract renewals, and merchants outgrowing in-house fulfilment.
• Run your self-sourced deals end to end, from first touch through to signed contract and handover to Customer Success.
• Source and support enterprise opportunities for the Enterprise Sales Manager and CGO where deal size or complexity warrants it, staying involved in the account.
• Run discovery that puts numbers on merchant pain: cost per order, pick accuracy, SLA performance, peak capacity and growth constraints.
• Qualify with MEDDPICC from the first meeting, and disqualify early rather than carrying dead deals in the forecast.
• Keep HubSpot accurate: sequences, deal stages, contact mapping, next steps and activity notes.
• Work with Growth Marketing on account-based campaigns and target lists, and feed back what lands and what does not.
• Represent Skutopia at industry events, trade shows and networking functions to build pipeline and presence.
• Bring the market back to us: competitor pricing and behaviour, objection patterns, and gaps in our ICP or value proposition.

What we think you'll need:

• 3+ years in B2B sales with a genuine outbound component; you can point to pipeline you created from nothing.
• Proven cold outreach capability across phone, email and LinkedIn, and you are not precious about picking up the phone.
• Experience running full-cycle deals with multiple stakeholders and sales cycles measured in months, not days.
• Commercially curious; you follow eCommerce and retail trends, know the major players, and have a point of view on the market.
• Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.
• Resilience and self-direction; you can build a territory from a blank list without daily supervision.
• AI native; you already build tools, apps and agents to do your job, and you can show us what you have built and what it saved you.
• Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.

What’s in it for you?

• Competitive salary + performance-based commissions
• Equity in a fast-scaling logistics and technology business
• Direct access to the leadership team and product roadmap
• A high-agency, low-bureaucracy environment built for growth
• The opportunity to reshape how logistics is sold, scaled, and understood
• A scale-up that's changing the industry, and a collaborative and dynamic team