Business Development Manager in Melbourne

Grow major customer relationships. Win new business. Make a commercial impact.

MTData is looking for an experienced Business Development Manager to take ownership of some of our most important customer relationships while continuing to identify and win new business across your territory. This isn't a role that's purely about maintaining an existing customer base, and it isn't a high-volume sales role either. It's a genuine mix of strategic account growth and new business development, suited to someone who enjoys building senior customer relationships, navigating commercial conversations and uncovering opportunities for growth. Around 70% of the role is focused on strategic account management, with the remaining 30% focused on winning new customers.

What you'll be doing:

• Own a portfolio of significant strategic customer accounts.
• Build strong relationships with senior stakeholders and decision-makers.
• Develop strategic account plans focused on customer objectives, adoption, growth and long-term value.
• Lead commercial conversations around renewals, pricing and new opportunities.
• Identify opportunities to expand product adoption and recurring revenue within existing customers.
• Monitor customer engagement and identify potential relationship or retention risks early.
• Work closely with Account Managers while providing the senior commercial ownership of key relationships.
• Prospect for and develop new business across your territory.
• Manage the full new-business sales cycle from discovery and solution development through to negotiation and close.
• Maintain an accurate pipeline and customer activity within the CRM.
• Bring market and competitor insights back into the wider business.

What we're looking for:

• You’ll be commercially confident and comfortable dealing with complex customers at a senior level.
• Experience in enterprise or strategic account management within telematics, SaaS, fleet technology or a related industrial technology environment.
• A track record of growing and retaining significant customer accounts.
• Experience handling commercial negotiations, including renewals and pricing discussions.
• Genuine new-business capability and experience winning new customers.
• Confidence engaging with senior and executive-level stakeholders.
• Exposure to customers across fleet, transport, logistics, mining or infrastructure.
• Strong commercial judgement and an understanding of margin, recurring revenue and contract structures.
• A disciplined approach to pipeline management, forecasting and CRM.

The opportunity:

This role gives you the best of both sides of commercial sales: the opportunity to build long-term value within major existing customers while still having the freedom to pursue and win new business. You’ll work closely with Account Management, Product, Marketing, Professional Services and Project Management, bringing a senior commercial perspective to customer relationships and helping strengthen MTData's position within the market. If you're someone who can grow an account, protect a relationship and still go hunting for the next opportunity, we'd love to hear from you.