Business Development Manager

At Objective, we create software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, the United States of America, and the United Kingdom, Objective is a leading developer of SaaS solutions for the government.

In this role as a Business Development Manager (BDM) based in Sydney, you'll be responsible for driving and selling new logos and managing with selling in existing accounts across the Australian and New Zealand Financial Services sector, with a focus on regulated industries. The role is pivotal in building Keystone’s presence in the market by developing strong client relationships, identifying opportunities, and securing long-term growth.

The role reports to the Director, Sales & Customer Success and does not have people management responsibilities.

• Develop effective account management and territory plans.
• Build and manage a strong sales pipeline through personal prospecting, upselling within existing accounts, and leveraging marketing-generated leads.
• Create detailed opportunity plans and pipeline analysis reports using Salesforce.
• Identify and pursue new business opportunities in regulated industries, with a primary focus on Financial Services.
• Leverage and expand professional networks to build relationships with key industry influencers and decision makers.
• Apply consultative sales approaches to understand customer needs and position Keystone as a complete solution.
• Lead negotiations, presentations, and solution demonstrations at all organisational levels, from operational teams to C-level executives.
• Use corporate sales tools (Salesforce, TAS) effectively to manage opportunities and drive sales outcomes.
• Contribute domain expertise in the Financial Services sector to support customer conversations and solution positioning.
• Partner with the Go-To-Market team, Consulting Delivery, Product, and Engineering to align account strategies.
• Provide insights on customer requirements, market trends, and competitor activity to inform product and strategy development.
• Work with cross-functional teams to ensure customer satisfaction and smooth delivery of solutions.

• Proven track record of achieving or exceeding sales targets in complex, long-cycle (6–24 month) environments.
• Exceptional negotiation, persuasion, and presentation skills.
• Strong knowledge of the Financial Services industry, including compliance, disclosure, and regulated document production.
• Experience with complex software/solution sales environments.
• Strong analytical and strategic planning abilities, with the ability to translate client needs into complete solutions.
• Customer-focused with excellent interpersonal and relationship-building skills.
• Exceptional verbal and written communication skills.
• Highly motivated and self-driven, with a pragmatic and adaptable approach.
• Collaborative team player.
• Bachelor’s degree in Information Management, Business or Technology, or a related discipline, or equivalent professional experience. 
• Experience selling complex, high-value solutions to senior business executives (GM, CEO, CFO, Chief Compliance Officer, Department Heads, etc.).

• Hybrid work arrangements to support work-life balance.
• Access to EAP for confidential counselling.
• Extensive learning resources to develop your skills.
• Regular social events to promote team bonding.
• We are recognized as an endorsed employer for women. Learn more about our benefits on WORK180.

If you do not tick every box, do not let that stop you. We value potential, learning agility, and diverse perspectives just as much as experience, and we encourage you to apply.

At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values.

We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.

To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.