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 favorable 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, customized 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
• Help build and train the sales team as InDebted expands its Australian presence

Key Accountabilities

• SALES PERFORMANCE
• Meet or exceed assigned quarterly and annual sales quotas
• Maintain minimum pipeline coverage ratios
• Achieve target win rates and average deal sizes
• Deliver accurate sales forecasts with <10% variance
• CLIENT ACQUISITION & RETENTION
• Generate minimum number of qualified opportunities per quarter
• Achieve target conversion rates across sales funnel stages
• Maintain high client satisfaction scores (NPS)
• Minimize client churn through proactive relationship management
• COMMERCIAL EXCELLENCE
• Ensure all deals meet minimum margin requirements
• Maintain proposal win rate targets
• Complete all tender and RFP responses within required timeframes
• Ensure contract compliance and adherence to legal guidelines
• MARKET LEADERSHIP
• Attend minimum number of industry events and networking forums quarterly
• Generate market intelligence reports and competitive insights
• Position InDebted as a thought leader in the Australian collections industry
• OPERATIONAL EXCELLENCE
• Maintain CRM data accuracy and completeness at >95%
• Submit all required reports and forecasts on time
• Respond to all client inquiries and internal requests within 24 hours
• Ensure all activities align with InDebted's values and compliance requirements
• We do what's right, even when it's difficult. We operate transparently, maintain the highest ethical standards, and take responsibility for our actions.

Qualifications & Experience

• ESSENTIAL
• Minimum 5+ years of proven B2B sales experience in corporate or enterprise environments
• Demonstrated track record of consistently meeting or exceeding sales quotas and revenue targets
• Experience managing complex, multi-stakeholder sales cycles with deal values of $100K+ AUD
• Proven ability to prospect, qualify, and close new business independently
• Strong experience in account management and growing existing client relationships
• Excellent presentation and communication skills with ability to influence C-suite executives
• Proficiency in CRM systems (strongly preferred) and Microsoft Office suite
• Bachelor's degree in Business, Marketing, Commerce, or related field (or equivalent experience)
• Legal right to work in Australia
• HIGHLY DESIRABLE
• Background in financial services, fintech, SaaS, or professional services sales
• Experience in the collections, debt recovery, credit management, or BPO industries
• Existing network of contacts in target industries (financial services, utilities, telecommunications)
• Post-graduate qualifications or professional sales certifications
• Knowledge of Australian collections regulations and compliance requirements (e.g., ACCC, ASIC guidelines)

Specific Requirements

• Valid Australian driver's license
• Willingness to travel regularly across Australia (approximately 20-30% of time)
• Ability to work flexible hours to accommodate client schedules and time zones
• Based in Sydney or Melbourne (preferred) or willing to relocate
• Comfortable working in a fast-paced, high-growth technology environment

Key Competencies

• SALES EXCELLENCE
• Strategic Selling – Develops and executes account plans; navigates complex organizations to identify decision-makers and influencers
• Consultative Approach – Asks insightful questions to uncover client needs and positions solutions accordingly
• Commercial Acumen – Understands financial drivers, ROI models, and pricing strategies
• Negotiation Mastery – Achieves win-win outcomes while protecting margin and maintaining relationships
• COMMUNICATION & INFLUENCE
• Executive Presence – Communicates confidently and credibly with senior stakeholders
• Persuasive Communication – Articulates value propositions clearly in written and verbal formats
• Active Listening – Seeks to understand before being understood; demonstrates empathy
• Presentation Skills – Delivers engaging, professional presentations tailored to audience needs
• RELATIONSHIP BUILDING
• Client Focus – Genuinely committed to understanding and solving client challenges
• Networking – Builds and leverages extensive professional networks
• Trust Building – Establishes credibility through reliability, transparency, and competence
• Stakeholder Management – Manages multiple relationships across complex organizational structures
• DRIVE & RESULTS ORIENTATION
• Goal Achievement – Self-motivated to meet and exceed targets consistently
• Resilience – Maintains energy and optimism in the face of setbacks or rejection
• Initiative – Proactively identifies opportunities and takes action without being directed
• Accountability – Takes ownership of results and follows through on commitments
• BUSINESS ACUMEN
• Market Intelligence – Stays informed on industry trends, competitive dynamics, and regulatory changes
• Strategic Thinking – Sees the bigger picture and connects activities to business outcomes
• Financial Literacy – Understands P&L impact, pricing models, and contract economics
• Problem Solving – Analyzes situations thoroughly and develops creative solutions
• PLANNING & ORGANIZATION
• Pipeline Management – Effectively manages sales pipeline to ensure consistent deal flow
• Time Management – Prioritizes high-value activities and manages multiple opportunities simultaneously
• Attention to Detail – Ensures accuracy in proposals, contracts, and CRM documentation
• Process Discipline – Follows established sales processes and methodologies consistently
• ADAPTABILITY & LEARNING
• Change Agility – Thrives in dynamic, fast-paced environments
• Continuous Improvement – Seeks feedback and actively works to develop new skills
• Technology Adoption – Quickly learns and leverages new tools and platforms
• Market Adaptability – Adjusts strategies based on market feedback and changing conditions

Compensation & Benefits

• InDebted offers a highly competitive compensation package designed to attract and retain top sales talent:
• Base Salary & Commission
• Generous base salary commensurate with experience
• Uncapped commission structure with accelerators for over-achievement
• Clear, transparent commission plan with monthly payouts
• On-target earnings (OTE) significantly above market for top performers
• Benefits Package
• Our benefits packages vary depending on region and role requirements. Your talent acquisition team member will provide full details during the recruitment process. InDebted typically offers comprehensive benefits including:
• Flexible working arrangements (hybrid work model)
• Professional development opportunities and learning budget
• Modern technology and tools to support your success
• Collaborative, high-energy team environment
• Regular team events and celebrations
• Health and wellness programs
• Employee referral bonuses
• Career progression opportunities in a rapidly growing global company

Performance Measures

• Success in this role will be measured against:
• Quarterly and annual sales quota attainment (weighted 50%)
• New client acquisition volume and value (weighted 20%)
• Pipeline generation and coverage (weighted 10%)
• Client satisfaction and retention rates (weighted 10%)
• CRM data accuracy and activity metrics (weighted 5%)
• Collaboration and adherence to InDebted values (weighted 5%)
• This position is offered as a permanent full-time role under an Australian individual 

Application Process

• To apply for this exciting opportunity to join InDebted's growing Australian team, please submit your application including:
• Current resume/CV
• Cover letter outlining your relevant sales experience and why you're interested in InDebted
• Examples of your sales achievements (e.g., quota attainment, significant deals closed)