Business Development Manager

About the role

Role: Business Development Manager – New Logo | MSP Channel
Location: Brisbane/Gold Coast/Sunshine Coast, Australia
Travel: As required
Salary: $180k OTE – Base ($100k–$120k)

The Company
Our client places high-skilled offshore tech talent from Sri Lanka into MSPs, system integrators, and ISVs across Australia. Unlike traditional BPO providers still flogging L1 helpdesk, they specialise in mid-to-senior roles — automation engineers, Python developers, Modern Workplace specialists, and L3 project engineers — fully loaded at ~25% of the Australian equivalent. Founded 3 years ago, they are the 15th fastest growing business in Australia (IFR Fast Starters) and 2nd on the Deloitte Fast 50, with 350+ staff in Sri Lanka growing at 15 people/month. For every team member placed, they sponsor a child through SOS Children's Villages.

The Opportunity
A growth hire alongside existing BDM Bailey. The company is investing in digital marketing and the Halo PSA ecosystem to drive inbound leads directly to this role — there are ~60 opportunities already in the pipeline to walk into. The sell is consultative and relationship-based. MSPs enter a buying cycle at three moments: when they lose a team member, win a bluebird client, or someone tells them their margins aren't good enough. Your job is to be the person they call when that moment arrives — not a transactional hunter, but a trusted advisor who builds early and converts when the time is right.

What You'll Be Doing

* Sign net new MSP, SI, and ISV partners across white space QLD territory
* Build pipeline through outbound activity, referrals, events, and partnerships (Halo ecosystem, inbound leads)
* Lead discovery conversations with founders, CEOs, and technical leaders
* Present business cases centred on margin improvement, scalability, and performance
* Manage deals end-to-end from first conversation to contract close
* Land and expand — own accounts for 12 months before transitioning to Customer Success
* Represent our client at industry events and build personal brand in the MSP community

Book of Business

* Territory: White space QLD — Brisbane, Gold Coast, Sunshine Coast
* Verticals: MSPs (primary), System Integrators, ISVs/Startups (~⅓ each)
* Target: 5 seats/month | 15 seats/quarter
* Commission: $1,000/seat + $5k quarterly accelerator at 15 seats
* Land and expand commissions apply for 12 months
* ~60 pipeline opportunities to walk into from day one

Team

* Hiring Manager: Available on request
* 1 existing BDM (Bailey)
* 6 people total in Australia

What We're Looking For

Must Haves

* Proven BDM/AE/Sales experience in the IT industry — MSP, IT services, or technology channel
* Recognised in the room — genuine network in the MSP channel (PSA vendors, Huntress, ThreatLocker, Pax8, Crayon)
* Consultative, relationship-based seller — not transactional
* Experience engaging with founders, business owners, and senior decision-makers
* ~4 years in channel sales; 2–3 year stints are expected and fine
* Brisbane-based (Gold Coast / Sunshine Coast considered)

Nice to Haves

* Experience selling outsourcing, offshoring, or workforce solutions
* Familiarity with PSA tools (ConnectWise, Autotask, Halo)
* SI or ISV network alongside MSP
* Exposure to automation tools (Pia, Rewst) or Modern Workplace / Power Platform

Compensation & Benefits

* Base: $100k–$120k (flexible for the right person)
* OTE: $150k–$180k ($1,000/seat + $5k quarterly accelerator)
* Internet and mobile phone reimbursement
* 2 x fully-funded trips to Sri Lanka per year
* LinkedIn Learning and Udemy access
* Hybrid — 1 day per week in office

Interview Process

1. Founder
2. Diana + People & Operations Manager
3. Coffee or beer with the Brisbane team

Start: ASAP