Enterprise Business Development Manager at Zeller

Sales, Full Time, Melbourne melbourne sales full-time
Description
Posted a month ago

About Zeller

At Zeller, we’re reimagining business banking. We’re champions for small to medium sized businesses, challenging the status quo, and eventually, the big banks. 

Why is it exciting to work at Zeller?

We’re big believers that ‘talent attracts talent’. Our goals are ambitious and exciting, and we need an incredibly skilled team to achieve them. Our team comes from all walks of life, and though we’ve been apart for such a long time, our culture has remained strong.

Founded in 2020, we have the vibrant, innovative ‘feel’ of a start-up, whilst having the pretty cool moniker of being ‘Australia’s most valuable pre-launch start up’. Ever.

When you join Zeller, you’ll be working alongside incredible talent to come up with solutions for unique and often original ideas. The team are champions for each other, and one of our strongest attributes is our team-first mentality.

There are some incredible things on the horizon at Zeller - we can't wait for you to join us.

About the role

As Zeller’s first Enterprise Business Development Manager, 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 experience Salesperson or Business Development Manager who thrives on winning large deals and engaging in business-level and technical conversations at all levels of an organisation — including CTO, CFO and COO. 

You will bring experience working with large and enterprise-level 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 payments, online (card not present), integrations (POS, E-commerce), business banking and more, to some of Australai’s largest organisations who value seamless integration and are highly cost-conscious.

You are naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. You get excited about prospecting and are not dependent upon an inbound pipeline; are comfortable managing multiple, long-term deal cycles; and are capable of independently leading a sales cycle from start to finish. Finally, you enjoy building and are comfortable in ambiguity – you like to actively participate in the development 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, and a great teammate, we’d love to hear from you. 

Role responsibilities

  • Create your own target account list and develop plans for winning and expanding business with large and enterprise companies and organisations looking for integrated payments (card present / card not present) and business banking 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 (Direct Sales, Account Management, Partnerships, Marketing, Communications, Product) to help you progress and win your deals.
  • Develop relationships with executive stakeholders at new and existing clients.
  • Work with company leaders from multiple functions (e.g. Engineering, Product, and Finance) to lead complex product workshops and financial analyses.
  • Lead and contribute to team projects to develop and refine our sales process, and be a role model to other members of the Direct Sales team.
  • 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

  • 6+ years of sales experience, preferably at a technology 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.
  • A healthy interest in technology and network in payments or fintech.
  • A rare competitive fire and desire to win.
  • 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.
  • 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;
    Hybrid working arrangements;
    Excellent learning and development opportunities;
    Plenty of fun and social opportunities - we love to come together as a team, both virtually and in person;
    Being part of one of Australia’s most exciting ‘scale-ups’.