Business Development Manager at BoardOutlook

BoardOutlook is hiring a business development manager to help us drive adoption of our board software platform. In practice this will mean leading our sales efforts as we educate and sell our board software into the Australian corporate and government sectors.

Below we’ve included more detail on:

* Why you want to work for BoardOutlook
* About the role (and you)
* Location
* Compensation
* About our hiring process
* How to apply

Why you want to work for BoardOutlook:

BoardOutlook builds performance management software for the Board of Directors of large organisations. Practically, our software helps boards to:
* Review their own performance
* Measure and understand skill gaps
* Assess the performance of the CEO
* Understand key risks across the organisation

Watch videos of the product in action here:
* Introduction and overview https://youtu.be/gZV5U4dQI8M
* Board Evaluation https://youtu.be/43MEeECoPCA
* Skills Matrix https://youtu.be/EvlE32fTGgg
* Director 360 https://youtu.be/a8gahyaEeco
* Board Approach Psychometric https://youtu.be/pY3LnlSRgn0

What this means in practice is helping people who run large organisations to make better decisions when it counts. In the average year, a large board will take decisions that will have major economic impact, keep hundreds of thousands of people employed and have huge environmental and social consequences. These are the decisions that we help improve every day.

Many organisations talk about impact, but at BoardOutlook you can see meaningful and substantial benefits every day in our work. If our software helps a board to make great decisions, thousands of people might keep their jobs. A diagnostic design might lead to a large oil and gas producer changing their sustainability policy, or adopting a new strategy for diversity. We hold a mirror up to people who make critical decisions that shape the way we will live and work in the future.

In addition, we make the BoardOutlook platform available to charities and not-for profits under our NFP grant program. Over the past year we’ve given away over $500k of grants to support NFP access.

If you’re interested in investing markets, the way large companies get run, how decisions get made in the country’s largest boardrooms – you’ll find our work fascinating. The challenges we deal with are substantial and have multi-billion dollar impacts in the way businesses and countries work. Ultimately we believe in business as a force for good in the world and people’s lives. Our software and our frameworks are all designed to nudge our users this way.

Despite the fact we’re relatively new (launched in July 2019), we’ve won many of the largest companies in the country as our clients (in addition to state and federal governments). We’re backed by a top tier list of investors. Our revenue growth trajectory is impressive and continues to accelerate. For all these reasons we need help to continue to capture the opportunity that sits in front of us.

About this role:

BoardOutlook has been growing strongly, and we’re looking to add our first non-founder sales/business development role.

This role will leverage our existing reference clients (including substantial adoption within the ASX20) and case studies to build broader adoption within the Australian market.

This role will take leadership over all Australian sales activities in corporate and government channels. We see the primary opportunity for this role in building awareness and closing across the middle market and government sector.

About you:

In finding the right person for this role, we’re looking for someone who is strong across the following six criteria:

  1. Credibility – Your credibility in a boardroom environment. Previous experience interacting with boards (in any context) will be highly beneficial.
  2. Curiosity – Curiosity to learn more about the governance space and the challenges of boards.
  3. Rapport – Your ability to rapidly build rapport with company secretaries and chairs of listed and government boards across the country.
  4. Sales success at pricepoint – A track record of sales success at a $20-100k pricepoint.
  5. New products/services – A track record of launching and building demand for new products or services, including agility to deliver successful outcomes as we continue to scale up.
  6. Implementation storytelling – A strong ability to understand and build confidence in the implementation process for a new product or service.

Some of the backgrounds that we’re prepared to consider for this role include:

* Sold or worked in professional services (such as law, banking or consulting)

* Sold software in a segment that requires interaction with members of the c-suite and/or the board (beyond just the CTO or CIO)

* Have experience as an entrepreneur who has successfully sold a new product or service into senior decision makers

* Other sales experience with corporate governance exposure (either through professional or volunteer work)

You will need to be comfortable building your own leads as well as closing on leads coming through our marketing channels and directors networks. In the early days we anticipate you will need to be comfortable getting on the phone to company secretaries to set up introductory meetings – with a focus on educative selling for a new product that people don’t know exists yet.

Location:

Melbourne based, remote friendly within Australia. We anticipate this role will have some travel requirement in a more normal environment, although we’ve managed to sell very successfully using a virtual model over the past 12 months.

Whilst we anticipate re-opening an office in Melbourne when we see client demand for in office meetings, we are happy to hire the right person located anywhere in Australia for this role. We do have some security requirements that mean you need to be located within Australia, but within this scope we’re definitely remote friendly.

Compensation:

This role has a OTE target of $220k. This is comprised of $110k base (inc super) and $110k commission.

Year one base salary is not negotiable for this role. Commission is uncapped (with an accelerator at target).

About our hiring process:

This is a role where your ability to communicate matters. As a result this hiring process will include multiple interviews as well as a practical test. Candidates we believe might be great will be asked to complete a practical exercise, which will ask you to pitch a module within the BoardOutlook platform.

How to apply:

To apply for this role we are asking you to submit a short email with the following:

  1. A written outline of your relevant experience – this can be an attached CV or LinkedIn URL
  2. A set of bullet points responding to our six hiring criteria above (Credibility, Curiosity, Rapport, Sales success at pricepoint, New products/services and Implementation storytelling)

Please send your application including these details to talent [at] boardoutlook [dot] com – Please make sure you include “Business Development Manager” within the subject line of your email.

We’ll be in touch to confirm receipt of your application.

Referring candidates:

If this role isn’t for you, but you know someone great who might be a good fit, please suggest them to us (an email cc’ing in the individual to our hiring address is fine). If we end up hiring your suggestion we will gratefully pay a referral bonus of a brand new MacBook Pro.

Recruitment agencies are welcome to suggest candidates, but the full extent of our payment for any successful candidates will be the MacBook Pro as outlined above.