Business Development Manager
Remote in Australia. Opportunity to join a GovTech leader, named in the top 100 vendors 5 years running.
About the role
Two positions
Remote, Australia
$120,000 to $150,000 plus super, plus commission
Granicus builds the technology governments use to communicate with residents, run consultation, publish information and deliver services online. It works only in the public sector, and everything about the product, its security posture, and its procurement experience is shaped by that.
The company supports more than 7,000 public sector organisations worldwide through a workforce of over 2,000 people. Its platform reaches around 330 million people and carries more than 30 billion digital interactions each year. It has appeared on the GovTech 100 list for five consecutive years.
In Australia and New Zealand, Granicus works with more than 300 councils and government organisations. The local business was built through the 2021 acquisition of two Australian companies: Bang the Table, which created EngagementHQ, and OpenCities, which created OpenCities and OpenForms. Both were already well established with Australian councils, and both names remain in the market today.
Why now
The ANZ leadership team was reconfigured over the past few months, with a new MD, Sales Director and Product Director joining the ANZ team.
Two Business Development Managers are being appointed to open territories that are largely uncovered, with gaps across Western Australia, South Australia, the Northern Territory, and parts of Queensland. One position is likely to own Western Australia. The second is being shaped around the territory analysis currently underway.
The pipeline is being rebuilt, the operating rhythm is being reset, and the successful candidates will have a hand in both.
The role
Reporting to the Regional Sales Director, each BDM owns the commercial relationship from an underdeveloped territory through to a signed contract.
Australian local government sits at the centre of the role, with state government identified as the growth area. Sales cycles run for six months or more. A local support structure covers presales, bid management, marketing, BDR, implementation and customer success.
Platform selling is already the dominant motion here. Each BDM represents the suite, which means several entry points into the same organisation and a buying group that changes shape as the deal grows, spanning transformation, customer service, digital, community engagement, communications, operations, technology, procurement and executive leadership.
What Granicus is looking for
Selling ability carries the most weight. A strong seller who can learn the sector is preferred over sector knowledge without the selling record, and a candidate who brings both is the ideal. The two positions may be pitched at different levels, with at least one expected to be a proven senior public sector seller.
Essential
Strong preference
Package and commission
Base salary of $120,000 to $150,000 plus superannuation, depending on experience, with a variable component earned on bookings.
Quota sits across three lines: net new recurring revenue as the core measure, one-time fees covering setup and professional services, and Experience Group services. Reaching target across all three earns the full variable component.
New sellers have a six-month ramp with pro-rated quota, covering onboarding, certification, territory planning and pipeline building. Business travel expenses are reimbursed.
A more detailed breakdown of the Sales Incentive Plan is available on request.
Location and process
Remote, open to candidates across Australia. Both appointments will be based in Australia, with regular travel within the assigned territory. The operating rhythm runs on Australian time.
The process includes an interview with the Regional Sales Director and the Managing Director, an online assessment, and, if applicable, a further conversation with the wider ANZ leadership team.
Remote, Australia
$120,000 to $150,000 plus super, plus commission
Granicus builds the technology governments use to communicate with residents, run consultation, publish information and deliver services online. It works only in the public sector, and everything about the product, its security posture, and its procurement experience is shaped by that.
The company supports more than 7,000 public sector organisations worldwide through a workforce of over 2,000 people. Its platform reaches around 330 million people and carries more than 30 billion digital interactions each year. It has appeared on the GovTech 100 list for five consecutive years.
In Australia and New Zealand, Granicus works with more than 300 councils and government organisations. The local business was built through the 2021 acquisition of two Australian companies: Bang the Table, which created EngagementHQ, and OpenCities, which created OpenCities and OpenForms. Both were already well established with Australian councils, and both names remain in the market today.
Why now
The ANZ leadership team was reconfigured over the past few months, with a new MD, Sales Director and Product Director joining the ANZ team.
Two Business Development Managers are being appointed to open territories that are largely uncovered, with gaps across Western Australia, South Australia, the Northern Territory, and parts of Queensland. One position is likely to own Western Australia. The second is being shaped around the territory analysis currently underway.
The pipeline is being rebuilt, the operating rhythm is being reset, and the successful candidates will have a hand in both.
The role
Reporting to the Regional Sales Director, each BDM owns the commercial relationship from an underdeveloped territory through to a signed contract.
- Building the territory plan and identifying target accounts and buying triggers
- Prospecting into councils and government agencies
- Running structured discovery with senior public sector stakeholders
- Qualifying against MEDDICC or MEDDPICC
- Managing opportunities through tender and formal procurement
- Upselling into existing accounts in territory
- Maintaining Salesforce records and forecast integrity
- Negotiating and closing, with support from the Sales Director
Australian local government sits at the centre of the role, with state government identified as the growth area. Sales cycles run for six months or more. A local support structure covers presales, bid management, marketing, BDR, implementation and customer success.
Platform selling is already the dominant motion here. Each BDM represents the suite, which means several entry points into the same organisation and a buying group that changes shape as the deal grows, spanning transformation, customer service, digital, community engagement, communications, operations, technology, procurement and executive leadership.
What Granicus is looking for
Selling ability carries the most weight. A strong seller who can learn the sector is preferred over sector knowledge without the selling record, and a candidate who brings both is the ideal. The two positions may be pitched at different levels, with at least one expected to be a proven senior public sector seller.
Essential
- Proven new business selling with a consistent record against target
- Evidence of creating and closing opportunities from a standing start
- Disciplined territory ownership, pipeline management and forecasting
- Comfort with multi-stakeholder deals and long decision cycles
Strong preference
- Public sector selling experience, including Australian local government
- Existing public sector relationships
- Tender and procurement experience
- Evidence of having lifted the standard of a team
Package and commission
Base salary of $120,000 to $150,000 plus superannuation, depending on experience, with a variable component earned on bookings.
Quota sits across three lines: net new recurring revenue as the core measure, one-time fees covering setup and professional services, and Experience Group services. Reaching target across all three earns the full variable component.
New sellers have a six-month ramp with pro-rated quota, covering onboarding, certification, territory planning and pipeline building. Business travel expenses are reimbursed.
A more detailed breakdown of the Sales Incentive Plan is available on request.
Location and process
Remote, open to candidates across Australia. Both appointments will be based in Australia, with regular travel within the assigned territory. The operating rhythm runs on Australian time.
The process includes an interview with the Regional Sales Director and the Managing Director, an online assessment, and, if applicable, a further conversation with the wider ANZ leadership team.