National Business Development Manager – Insurance & Risk Technology
Hunter role | Executive-level engagement | OTE - $230K - $250K
About the opportunity
Our client is a growing independent technology business that provides a purpose built Risk Management Information System (RMIS) to Self Insured Mutuals, Captives, Corporates and the General Insurance market. They are well established, have a strong reputation, and currently manage over $80Bn in asset value, with a long standing client base.
The National Business Development Manager is a newly created role, to work closely with the CEO to build their national new-business function.
This is not a traditional tech sales role. Our client wants someone with real credibility in the corporate Insurance and risk market. You should be able to sit across from a CFO, risk manager or insurance buyer as a peer, not a vendor.
What you'll be doing
- Driving new business: Build and run a national business development strategy. Manage the full sales cycle, from market mapping and prospecting through discovery, tailored demonstrations, proposals and negotiation to contract signing.
- Hitting revenue targets: Exceed quarterly and annual targets, measured by Annual Recurring Revenue and Total Contract Value, while keeping a well-qualified pipeline in the CRM.
- Engaging a broad client base: Build trusted, senior-level relationships across the General Insurance, Self-Insured, Captive and Corporate markets, and tailor solutions to each client's approach to risk and insurance.
- Partnering internally: Work day to day with the National Account & Product Manager on scoping, demonstrations, co-presenting complex enterprise proposals and handing new clients over smoothly for onboarding.
- Raising the profile: Be an active, visible member of RMIA, ANZIIF, the Business Council of Co-operatives & Mutuals and the UAC. Pursue speaking opportunities that position the business as a credible voice on risk data management.
- Gathering market intelligence: Map key organisations and decision-makers across the corporate risk, mutual, captive and lease portfolio landscape. Feed what you learn back into product positioning and the sales playbook.
- Reporting and forecasting: Send the CEO weekly pipeline updates and monthly reports, using a structured sales methodology to forecast accurately.
What you'll bring
- Proven credibility in the Australian Insurance market and the confidence to engage senior executives as a genuine peer.
- A background in either corporate risk management, Insurance Broking, as a Senior Business Development Manager, or senior client-facing role in insurance, so the language and buying psychology of the market come naturally to you.
- A strong network across risk managers, CFOs, insurance buyers, brokers or mutual sector executives.
- A true hunter mentality: self-directed, proactive and energised by building something from scratch.
- Excellent communication skills and a natural, consultative approach that earns trust quickly.
- Enough understanding of technology to speak confidently about capability, cyber and data security, and implementation (deep technical expertise isn't required), plus a positive mindset towards AI.
- Tertiary qualifications in Business, Commerce, Risk Management, Finance, Insurance or a related field
- Ideally ANZIIF qualifications or a commitment to study them.
Highly regarded
- B2B sales experience with revenue targets in enterprise, professional services or financial services, ideally with long, complex sales cycles.
- Familiarity with RMIS, insurtech, claims management software or enterprise SaaS, whether as a user, recommender or seller.
- An understanding of how mutuals, captives and self-insured structures make risk and insurance decisions.
- Existing involvement and relationships in RMIA, ANZIIF, the BCCM or the UAC
- Start-up or scale-up experience where you built the commercial function rather than inheriting it.
What's on offer
- A senior, high-impact role working directly with the CEO.
- The chance to shape and build a national sales function.
- A fully funded ANZIIF qualification pathway, tied to exam success.
- A competitive Salary package – OTE $230K - $250K / Sydney based / Travel expenses / Flexible WFH arrangements.
For a confidential conversation and more information, please contact Andrew Macleanan, on 0402 319082, email your resume to am@successionrecruitment.com.au, or click Apply.