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About the Role
This role focuses on acquiring net-new enterprise clients by owning the full new business sales cycle, from prospecting to deal close. You will drive high-volume outbound prospecting, identify key buying groups, and convert leads while maintaining a primary focus on self-generated pipeline. The position involves developing and delivering tailored sales presentations, leading complex sales engagements, and building a strong pipeline with accurate forecasting and CRM management. Collaboration with marketing, research, and sales leadership is key, as is partnering with the research team to strengthen value propositions. Continuous enhancement of enterprise hunting capabilities through coaching and training is expected.
Responsibilities
- Own the full new business sales cycle, from initial prospecting through to deal close, focused exclusively on acquiring net-new enterprise clients.
- Drive consistent, high-volume outbound prospecting activity across target enterprise accounts, leveraging multiple channels including cold outreach, social selling, events, and marketing campaigns.
- Identify, engage, and penetrate key buying groups within large, complex organisations to generate new opportunities.
- Qualify and convert inbound marketing leads while maintaining a primary focus on self-generated pipeline.
- Develop and deliver high-impact, tailored sales presentations that clearly articulate Info-Tech’s value proposition to executive audiences.
- Lead complex sales engagements, demonstrating deep understanding of client challenges and aligning solutions to strategic business outcomes.
- Build and maintain a strong pipeline of qualified opportunities, ensuring accurate forecasting and disciplined CRM management.
- Collaborate with marketing, research, and sales leadership to refine go-to-market strategies and improve new logo acquisition.
- Partner with Info-Tech’s research team, including relevant analysts, to strengthen value propositions during sales engagements.
- Actively participate in ongoing coaching, training, and skills development initiatives to continuously enhance enterprise hunting capabilities.
Requirements
- Proven success in enterprise new business sales, with a consistent track record of acquiring net-new logos.
- Experience selling to senior IT and business leaders within large, complex organisations.
- Background in selling research, advisory, consulting services, or similarly complex, intangible solutions.
- Demonstrated ability to open doors, create demand, and build opportunities within greenfield or competitive accounts.
- Strong ability to lead value-based, insight-driven sales conversations with C-level stakeholders.
- Excellent collaboration, listening, critical thinking, and communication skills.
- Comfortable operating in a fast-paced, high-performance, and entrepreneurial environment.
- High levels of resilience, curiosity, and drive to succeed in a pure hunting role.
- Willingness and ability to travel for client meetings as required.
- Bachelor’s or Master’s degree.
- Valid passport.
Skills
- B2B sales
- New business development
- Enterprise account management
- Pipeline generation
- CRM (Salesforce, Microsoft Dynamics)
- Sales presentations
- Forecasting
- Collaboration
- Listening
- Critical thinking
- Communication
Location
- Sydney
Work Type
- Hybrid
- Full-time
Experience Level
- 8-10+ years in B2B sales
- Senior level
Education Level
- Bachelor's degree
- Master's degree
About the Company
- Info-Tech is a company focused on research and advisory services.