Business Development Manager

Founded in 2002, ELMO Software has evolved from a pioneer in HR technology to the definitive leader in workforce innovation. We are the Complete AI Workforce Platform, providing a seamless, end-to-end ecosystem for over 2,000 mid-sized organisations and one million users across Australia and New Zealand.

We don't just manage workflows; we transform them. By integrating cutting-edge automation and ISO-certified security, ELMO empowers HR professionals to move beyond administration and lead at the executive table. Whether it's streamlining the employee lifecycle or delivering real-time data insights, our platform is built to scale, adapt, and reimagine what's possible for the modern workforce.

Life & Culture...

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

• Hybrid work set up: 3 days in office, 2 days from home
• Paid Parental leave - 12 weeks primary, 6 weeks secondary
• Birthday leave, YOU day each year, as well as connecting people leave (up to 2weeks working from anywhere)
• Competitive OTE
• Inhouse Learning and Development initiatives
• ELMO Social and Diversity clubs
• Mental Health/EAP programs
• Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

• Reimagine What's Possible- We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
• Obsess over Customers– Everything we do is designed to positively impact our customers.
• Help Others Thrive- Be they colleagues, communities or customers, we champion ways to help others thrive.
• Be Fearlessly Optimistic- We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

Job Description

Based in Melbourne, VIC and reporting to the Regional Sales Director, the Business Development Manager (BDM) will look after the VIC territory, representing the entire range of ELMO Products and offering strategic solutions.

The BDM will be responsible for developing and growing new business opportunities for our extensive suite of HR & Payroll software solutions, working autonomously to meet quarterly revenue quotas, supported by dedicated Lead Generation and Solutions Consulting teams. You will manage the entire sales process including prospecting, demonstrations, proposals, and closing deals, as well as creating and maintaining relationships across a range of sectors.

Key Responsibilities:

Develop clear strategies for value generation and achieving targets in the VIC territory.

Demonstrate initiative in identifying value generation opportunities in the mid-market space.

Show persistence in pursuing outcomes that add value to ELMO.

Maintain accurate documentation around lead generation, follow-up, and execution of opportunities in Salesforce CRM.

Apply a flexible approach to pitch delivery modes (e.g., virtual demos, meeting, screen share) and identify the appropriate model for each opportunity.

Prioritise opportunities to ensure time investment is spent following appropriate leads.

Maximise contract value across all opportunities and articulate the full ELMO offering.

Work closely with the Sales and Marketing teams to support marketing initiatives as required.

Gather feedback from clients to continuously improve ELMO solutions, pricing, and packaging.

Strategically consult with key client stakeholders to gain an in-depth understanding of required organisational outcomes.

Establish and maintain long‑term relationships with key client contacts.

Ensure compliance with ELMO's information security and privacy policies and procedures.

Desired Skills and Experience

Skills and Experience:

At least 4 years of experience achieving targets in B2B software sales to clients with approximately 100 - 2,000 employees.

At least 3 years of demonstrated sales experience ideally within the SaaS ortechnology industry, preferably HR/Payroll technology.

Excellent communication skills (both written and verbal) suitable for a wide range of audiences and contexts.

Self-starter mindset with a strong ability to prospect for new business via relevant channels.

Strong understanding of the software/technology sales cycle.

Highly motivated, self starter attitude.

Knowledge of Information Security and Data Integrity Standards and Protocols.

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team- a commitment reflected in our Reconciliation Action Plan . Should you require any amendments to your interview process, be sure to let us know via email or during your screening process.
As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we're passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you'll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.

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