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About the Role
Lead Objective's business development function and build a thriving partner ecosystem for the Information Intelligence business. This role will influence go-to-market strategy and expand presence across government and regulated industries.
Responsibilities
- Lead, coach, and develop a high-performing business development team.
- Own revenue performance, sales forecasting, and pipeline development.
- Drive strategic sales execution, supporting the team through complex enterprise sales cycles.
- Leverage personal network and industry relationships to secure new business.
- Shape and execute a channel and alliances strategy to expand market reach.
- Identify, establish, and grow relationships with strategic technology partners, system integrators, and other channel partners.
- Develop commercially compelling partner propositions, agreements, and go-to-market initiatives.
- Build a scalable partner ecosystem with clear performance measures and enablement programs.
- Partner with senior leaders to align commercial priorities and accelerate market opportunities.
- Bring market intelligence, competitive insights, and customer perspectives into strategic decision-making.
- Represent Objective with senior executives, partners, and industry stakeholders.
- Champion continuous improvement in sales effectiveness, processes, and commercial performance.
Requirements
- Proven success leading and developing high-performing business development or enterprise sales teams in B2B SaaS or enterprise software.
- Strong track record of achieving revenue targets, building healthy pipelines, and closing complex, high-value deals.
- Demonstrated experience developing channel partnerships, strategic alliances, or partner-led revenue opportunities.
- Experience selling into government, public sector, or highly regulated industries.
- Strong commercial acumen, executive-level stakeholder engagement, and negotiation capabilities.
- Experience applying structured enterprise sales methodologies (e.g., MEDDPICC, Challenger, Strategic Selling).
- Confidence using Salesforce and sales analytics to drive performance and forecasting.
- A leadership style that balances ambition, accountability, and investment in people development.
- Ability to see the bigger commercial picture while staying connected to people, partnerships, and opportunities.
Skills
- Sales Leadership
- Business Development
- Channel Strategy
- Alliance Management
- Revenue Generation
- Sales Forecasting
- Pipeline Development
- Enterprise Sales
- Negotiation
- Stakeholder Engagement
- Salesforce
- Sales Analytics
Location
- Australia
- New Zealand
- United Kingdom
- United States
Work Type
- Full-time
Experience Level
- Senior
- Leadership
About the Company
- Objective creates software that helps governments and regulated organizations work smarter, make better decisions, and deliver stronger outcomes.
- With over 400 employees across Australia, New Zealand, the UK, and the US, Objective is an established Australian technology company.
- They deliver innovative SaaS solutions focused on Information Intelligence, helping organizations securely manage, connect, protect, and unlock the value of their information.
- The company is ambitious about its future and seeking commercial leaders to accelerate growth.
Equal Opportunity
- Objective is an equal opportunity employer.
- They do not discriminate based on any protected characteristics or any other basis prohibited by applicable laws.
- They value potential, learning agility, coachability, and diverse perspectives.
- They encourage applications even if not all criteria are met.
- They recognize and celebrate their diverse team as pivotal to strong employee engagement and a high-performing culture.
- They offer support for any adjustments or accommodations needed during the recruitment process.