Enterprise Business Development Manager
Zeller
Sales & Business Development
Melbourne, VIC, Australia
Posted on Friday, November 24, 2023
About Zeller
At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up taking on the ambitious goal of reimagining business banking and payments.
We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.
Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a high performing team to take on the outdated banking solutions. If you are passionate about innovation, thrive in fast-paced environments, embrace a challenge, hate bureaucracy, and can’t think of anything more exciting than disrupting the status-quo, then read on to learn more.
About the role
As an Enterprise Business Development Manager at Zeller, you’ll accelerate our future growth engine by building relationships with our highest-value prospective clients, and converting them into Zeller customers.
You are an adept and highly experienced Large Account Seller or Business Development Manager who thrives on winning large deals and engaging in business-level and technical discovery and conversation at all levels of an organisation — including MD, CEO, CTO, CFO and COO.
You will bring experience working with large companies and organisations, and an in-depth understanding of the buyer journey and decision-making criteria across all levels. Deals in your remit will be complex, multi-party, and require a highly consultative and account-based approach. You are comfortable building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You will be selling the integrated Zeller solution across in-person and online payments, and integrations (POS, E-commerce), to Australia's largest businesses, franchises, and groups.
You are enthusiastic, hard-working, professional, and ready to get your hands dirty by digging into a wide pipeline or fast-moving opportunities. You're excited about prospecting and are not dependent upon an inbound pipeline; are comfortable managing many deals concurrently in your pipeline; and are capable of independently nurturing a sales cycle from start to finish. Finally, you enjoy building and are comfortable in ambiguity – you like to actively participate in the improvement of the Zeller Enterprise sales process, the articulation of our value proposition, and the creation of key tools and assets.
If you’re motivated, smart, persistent, professional, hard-working, and a great teammate, we’d love to hear from you.
Role responsibilities
- Rapidly build a robust pipeline and target account list, and develop plans to efficiently win deals with large and / or enterprise businesses who are in the market for payments solutions.
- Develop outbound strategies to create and nurture opportunities with a longer-term deal cycle.
- Own the full sales cycle from lead to close, collaborating with internal partners (Payment Sales, Account Management, Partnerships, Marketing, Communications, Product) to help you progress and win your deals quickly.
- Map out implementation plans for new deals won, to ensure a smooth roll-out process to get clients up and running with Zeller products as fast as possible.
- Develop relationships by networking with executive stakeholders at prospective clients.
- Work with company leaders across different functions (e.g. Growth, Engineering, Product) to lead complex product scoping and financial analyses.
- Elevate product feedback and highlight revenue opportunities to Product and Engineering teams to drive product strategy that helps you to close more business.
- Be a Zeller ambassador with the upper end of town — helping us grow our brand awareness, reach and adoption by companies and organisations who would never self-onboard and require a complex deal and negotiation cycle.
Qualifications and experience
- 4+ years of sales experience (either at a Large Account or Enterprise level) at a technology, SaaS, or payments company, with a track record of exceeding targets.
- An ability to understand complex technical requirements and craft solutions across multiple products (both Zeller's products, and partner products e.g. POS, Website)
- Ability to develop and execute account plans spanning multiple business units across complex organisations and stakeholders.
- Strong presentation skills, particularly for in-person meetings with multiple stakeholders that represent different business areas.
- Proven ability to lead complex negotiations involving bespoke commercial agreements.
- Superior verbal and written communication skills.
- A strong commercial mindset and demonstrated ability to successfully manage and grow revenue quickly.
- A healthy interest in technology and network in payments or fintech.
- A competitive fire and desire to be a top performer.
- Resilience in the face of adversity and, and an underlying comfort in ambiguity while working in a fast-paced environment.
- Strong organisational skills and super abilities to manage a large volume of tasks, responsibilities and deadlines.
How we work
Our team thrives on the energy of being together. While technology connects us virtually, we love the in-person collaboration and spend majority of our work week at our spacious (and fully stocked with snacks) Melbourne CBD office.
Like the rest of the team, you’ll benefit from
A competitive salary package, including equity from an early stage;
A balanced, progressive, and supportive work environment;
Excellent parental leave and other leave entitlements;
A fantastic office environment;
Endless learning and development opportunities;
Plenty of fun and social opportunities - we love to come together as a team;
An ability to influence and shape the future of Zeller as our company scales both domestically and globally;
Being part of one of Australia’s most exciting scale-ups.
At Zeller, we are looking for passionate people with drive and integrity. You are encouraged to apply even if your experience doesn’t exactly match this job description.