Want to be the driving force behind APAC growth for the most advanced solution for ‘space analytics’ on the market? 

Does the sound of helping enterprise clients to solve the most valuable information gap they face interest you?

At XY Sense, we’ve engineered a new kind of AI-powered sensor and data analytics SaaS platform to create safer, smarter workplaces. Having recently closed a $A6M seed funding round (backed by Blackbird Ventures), we are ramping up our global growth and seeking a Business Development Manager to spearhead our sales across the APAC region. 

The Role

As the APAC BDM you will be developing and managing the regional GTM strategy alongside the XY Sense executive team and board of directors, propelling XY Sense towards global leadership. With an exceptionally high (+90%) conversion rate from pilot > license, continuous account upsizing, and a solution that is gaining great popularity with some of Australia's (and the world’s) largest employers, you can be sure you are offering customers a highly valued solution to one of their most pressing corporate challenges. 

This customer solution is not just about state-of-the-art hardware and data reporting. The XY Sense offering includes high powered data analytics enabling management of national and global portfolios, and real-time operational insights. The value and offering to customers is long-term and becomes integral in their corporate real estate strategy. 

Although this role is all about closing, you will also be owning the full sales life cycle with support from our marketing and customer success functions, and strategic partners. A hunger for growth will set you up for success and being an early stage business, being prepared to get hands on with designing and improving our sales offering, will ensure you go far. 

A competitive remuneration package for your efforts will be on offer and as an early entrant to our salesforce, the long-term potential is significant. 

The work you’ll do

Key jobs in the life of this role will include; 

• Developing APAC’s growth and regional GTM strategy alongside the XY Sense executive team and board of directors. 

• Taking responsibility for finding, nurturing and closing sales opportunities in the APAC region. You will own the full sales life cycle for your accounts and be proactive.

• Delivering best-in-class presentations and commercial proposals that convey our key differentiators and high business standards. 

• Leading pricing and contract negotiations with potential customers and partners across APAC. 

• Being a proactive ‘hunter’ towards the implementation of our customer contact strategy; ensuring timely meetings, proposals, contract negotiations and deal wins.

• Ensuring robust account plans are in place and consistently up to date for all partners within your pipeline. You will record all activity within our CRM (Salesforce), the source of truth for the way in which you manage your time and report on activity and partner/prospect updates.

• Maintaining financial & invoicing policies and procedures, having won a sale or customer renewal.

• Working alongside hardware manufacturing & customer success to ensure smooth shipping and customer installation process post sale. 

• Leveraging customer and market insights to inform our product roadmap, brand architecture and positioning. 

• Representing XY Sense at relevant public or partner events. 

What you’ll need to bring

• A proven track record in enterprise sales. At least 3-5 years experience - owning and exceeding your targets. You know how to work a complex client and a complex offering in a competitive landscape. 

• To be networked across the corporate (ideally real estate) industry in APAC. You may come from a strategic sales, management consulting, or partnerships background - or a unique combination of all three.

• Customer-centricity - Strong understanding of customer experience and account management (i.e. complaint handling, onboarding programs, renewal strategy)

• Outstanding interpersonal, communication, and presentation skills, with the ability to influence the decision process and convey solution led value propositions to senior clients. 

• Proficiency in sales reporting/forecasting and the use of CRM and financial reporting tools. 

• Strategic, persistent with an entrepreneurial spirit and the desire to be part of a fast-growth start-up environment.

• Experience navigating or managing corporate procurement and tender processes. 

• It is fantastic if you have experience working within a start-up / scale-up, ideally in proptech or similar emerging-category business 

• Prepared to get hands on with building and implementing sales processes that enable the entire sales and customer function at XY Sense to scale.
  

What we will offer in return

• A competitive remuneration package (base + commission) and benefits 

• Flexible work arrangements to balance work and life

• A team that values equality, respect and helping each other thrive at work  (a.k.a We give a $h1t about our team)

• A chance to be an early team member in a truly exciting Australian startup that has deep experience and a track record of success 

A bit more about us 

We’re on a mission to use smart sensors and AI powered analytics to create workplaces people love. 

Founded in 2016 by Alex Birch and Luke Murray, XY Sense is a Melbourne headquartered technology startup who has created the world’s most advanced workplace sensor. It’s private by design (protecting people’s privacy), has the longest range of any sensor on the market, collects data passively and best of all delivers highly accurate workplace utilisation analytics in real-time. 

Why should you care? 

We built this ‘first-of-its-kind’ solution because companies around the world are spending billions of dollars every year on empty, un-loved and under-utilised office space. The struggle to find a free meeting room, a desk, or a place to make a phone call, is real and offices are nowhere near as effective as they should be. Our sensor is changing that. Helping companies use data to better plan space, save money, deliver better workplace experiences and in the era of COVID, keep those offices safer. 

Plus we’re doing all of that by leveraging really cool tech to build something that’s truly new. 

Our founders have previously founded/successfully exited other proptech companies so we know what we’re doing. Our investors think so too. We’re backed by Blackbird Ventures, Australia’s most prominent venture capital fund (Canva, CultureAmp, SafetyCulture). 

Sounds good? Let's get started.

To get started, pop your email on the top right of this page.

You’ll answer some questions that are related to your day-to-day job. After the job closes, your answers will go through our sift process: all answers will be anonymised, randomised and then reviewed by a panel of reviewers.

If you are shortlisted, we’ll invite you to the next step, which includes an initial phone discussion before a more formal interview (virtual or in-person).

Expected duration of this application process: 4-6 weeks

We are an equal opportunities employer

We are committed to a policy of Equal Employment Opportunity and are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.