Business Development Manager

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 are a team of over 300 people living and working around the world. We’re rapidly expanding across 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.

Key Responsibilities

• SALES & BUSINESS DEVELOPMENT
• Develop and execute comprehensive growth strategies and plans aligned with InDebted's Australian market objectives and revenue targets
• Own and drive the complete sales cycle from prospecting and lead qualification through to proposal development, negotiation, and contract closure
• Identify and map business strengths and customer needs to position InDebted's value proposition effectively
• Build and maintain a robust sales pipeline with consistent coverage of 3-5x quarterly quota
• Research and identify viable business opportunities and income streams across target industry verticals including utilities, telecommunications, financial services, retail, and healthcare
• Conduct in‑depth market analysis to identify new market segments and customer needs
• Prepare and deliver compelling sales presentations and product demonstrations to senior stakeholders and C‑suite executives
• Lead complex, multi‑stakeholder negotiations to secure favourable commercial terms while maintaining strong client relationships
• Achieve and exceed monthly, quarterly, and annual sales targets and KPIs
• Follow industry trends both locally and internationally to identify emerging opportunities and maintain competitive advantage
• CLIENT RELATIONSHIP MANAGEMENT
• Manage and retain relationships with existing clients, serving as their primary strategic contact
• Increase client base through systematic prospecting, networking, and relationship‑building activities
• Conduct regular business reviews with key clients to ensure satisfaction, identify expansion opportunities, and reinforce InDebted's value
• Address client concerns and escalations promptly, working collaboratively with internal teams to deliver solutions
• Identify upsell and cross‑sell opportunities within the existing client portfolio
• Build long‑term, trusted partnerships with clients by demonstrating deep understanding of their business challenges and objectives
• PROPOSALS, CONTRACTS & COMMERCIAL ACTIVITIES
• Develop comprehensive, customised business proposals that clearly articulate InDebted's value proposition and demonstrate ROI
• Lead responses to RFPs, RFQs, and tenders for collections and credit‑related services
• Draft and review commercial contracts in collaboration with Legal and Finance teams
• Ensure all proposals and contracts reflect competitive pricing structures while maintaining healthy profit margins
• Negotiate commercial terms, service level agreements, and pricing with prospective and existing clients
• Ensure all agreements adhere to Australian regulatory requirements and InDebted's compliance standards
• KNOWLEDGE & MARKET INTELLIGENCE
• Maintain in‑depth knowledge of InDebted's product suite, technology platform, and unique value proposition
• Develop and maintain expert‑level understanding of the Australian collections and receivables management industry
• Stay informed on regulatory changes, compliance requirements, and industry best practices
• Monitor competitor activities, market positioning, and pricing strategies
• Represent InDebted at industry conferences, networking events, and professional forums
• Share market intelligence and competitive insights with Product, Marketing, and Leadership teams
• REPORTING & COLLABORATION
• Maintain accurate and up‑to‑date records in CRM system (Salesforce) including all activities, opportunities, and forecasts
• Provide regular sales forecasts and pipeline reports to leadership
• Report on successes, challenges, and areas requiring improvement or support
• Collaborate closely with Marketing to align on campaign strategies, lead generation activities, and content development
• Work with Client Success teams to ensure smooth client onboarding and transition from sales to service delivery
• Partner with Product and Operations teams to communicate client feedback and influence product roadmap

Key Accountabilities

95%

Qualifications & Experience

Specific Requirements

Key Competencies

Compensation & Benefits

Performance Measures

Application Process

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analysing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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.

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