Business Development Lead, AU & NZ @ Tickstar at Waddle

Tickstar AB, Permanent, Melbourne, AU melbourne sales full-time
Posted 18 days ago

Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive. 

At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.

Who is Tickstar?
One of the ways we’re helping small businesses to become more efficient is through eInvoicing. We believe eInvoicing has the potential to transform global trade, creating a fast and secure way for businesses to exchange documents across borders. 

That’s why in 2021 Xero acquired Tickstar - a global provider of cloud software which enables businesses to digitally send and receive documents  via the Peppol network. We believe eInvoicing is a vital next step in business digitalisation, and together Xero and Tickstar form a global footprint to work closely with government, enterprise and regulatory bodies to support a standard approach to eInvoicing and drive adoption.

About the role
Tickstar is one of the most trusted Peppol software providers globally, serving government agencies and large corporations in over 20 countries. Based in Stockholm, Tickstar has played a significant role in the development of the Peppol network throughout Europe. With support from Xero, we’re now extending our reach to help large corporations in Australia and New Zealand connect to Peppol and realise the benefits of digital document exchange.  

This is a unique and exciting opportunity for a highly motivated sales professional to play a key role in the growth of Tickstar and its expansion into ANZ. As the first Tickstar employee on the ground in Australia, you’ll contribute to a go-to-market strategy to drive brand awareness and acquire new customers in this region. You’ll own the end to end sales process, working closely with stakeholders at Xero and Tickstar to attract, win and retain customers across a number of verticals. You’ll also collate valuable insights on market trends and customer needs to help identify product improvements, inform strategic decisions and product roadmaps. 

This is a hands-on role with a diverse range of  responsibilities. We’re looking for someone who has experience selling to enterprise and/or government customers, who is excited by the opportunity to break away from the traditional sales remit and build a successful sales function in a fast paced, start-up like environment.

What you’ll do

  • Develop an understanding of the e-invoicing landscape, including customer problems, technical challenges and opportunities in this space
  • Work with Tickstar and Xero leaders to design and implement a go-to-market strategy in Australia and New Zealand
  • Manage the end to end sales cycle in region, which will include:
  • Proactively identifying new business opportunities and building relationships with large prospect customers,
  • Managing allocated inbound leads,
  • Developing and presenting sales proposals,
  • Coordinating RFP responses with support from internal commercial and product stakeholders,
  • Working with Tickstar management to develop pricing models and help facilitate the negotiation of commercial terms in customer and data processing agreements,
  • Supporting implementation and onboarding of new customers,
  • Ongoing high level account management as the point of contact for key accounts.
  • Updating and maintaining the CRM system with all prospective and current customer communications
  • Present sales updates to Xero and Tickstar leaders, including monthly reports on the sales pipeline for ANZ
  • Develop and manage relationships with Peppol service providers including integration specialists, to create new business and collaboration opportunities
  • Represent Tickstar at industry events and Peppol stakeholder meetings
  • What you’ll bring with you

  • Excellent communication, negotiation and influencing skills
  • Outstanding presentation skills
  • Strong commercial acumen
  • Ability to develop and manage long term relationships with senior representatives of partner and customer organisations
  • A proven track record in B2B software sales, managing the end to end sales cycle ideally in the area of eInvoicing, EDI or ERP software
  • Experience coordinating responses to RFPs or government tenders
  • Existing personal network across government, enterprise supplier and/or software sectors
  • Why Xero?

    At Xero we support many types of flexible working arrangements that allow you to balance your work, your life and your passions. We offer a great remuneration package including shares plus a range of leave options to suit your well-being. Our work environment encourages continuous improvement and career development and you’ll get to work with the latest technology.  

    Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully. We are a member of Pride in Diversity, in recognition of our inclusive workplace. So, from the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.

    Xero strongly encourages employees and contractors to be vaccinated against COVID-19 in order to work from a Xero office, or engage in any face-to-face Xero business.