Partner Development Manager in Sydney

At Sonder, we believe that every person deserves to feel safe, supported, and empowered to be at their best – wherever they are. That’s why we’re redefining workplace health, safety, and wellbeing through a seamless blend of technology and human expertise. Sonder’s mobile platform provides 24/7, real‑time support from a dedicated team of safety, medical, and mental health professionals – ensuring that our members receive immediate care when they need it most. In critical situations, we go beyond digital support, offering on‑the‑ground assistance to manage time‑sensitive incidents. By harnessing real‑time insights, we enable organisations to take proactive steps toward a healthier, safer future, which leads directly to tangible bottom‑line business outcomes.

Since our founding in 2017, Sonder has experienced rapid growth, expanding operations across Australia, New Zealand, and the UK. Backed by Australia’s leading venture capital firms, Seek and Blackbird, we are well‑capitalised and on a mission to scale globally, partnering with corporations, educational institutions, and government agencies to transform workplace wellbeing at scale.

About The Role

Reporting to the Head of Partnerships, this newly created role will be responsible for driving one of Sonder’s most significant growth opportunities through strategic partnerships across the insurance sector. Working at the intersection of Partnerships and Sales, you will own the development and growth of Sonder’s insurance partner ecosystem, building strong relationships with insurers, brokers and strategic stakeholders to generate high‑quality commercial opportunities. This is a standalone role with significant autonomy and influence. You’ll be responsible for developing and executing the partnership strategy, identifying new opportunities, nurturing existing relationships and creating a scalable pipeline that supports our Enterprise sales team.

What you’ll be doing

• Partnership Development
  • Develop and grow strategic relationships across insurers, brokers and key industry partners
  • Identify and secure new partnership opportunities that generate qualified sales pipeline
  • Build strong executive‑level relationships with both existing and prospective partners
  • Develop a deep understanding of the workers’ compensation and insurance landscape to identify new commercial opportunities
  • Represent Sonder at industry meetings, networking events and partner engagements across Australia
• Pipeline Generation & Opportunity Management
  • Build and execute a repeatable partnership‑led pipeline strategy
  • Identify, qualify and mature opportunities before transitioning them to the Enterprise Sales team
  • Partner with Account Executives to progress complex opportunities through multi‑stakeholder sales cycles
  • Create account and opportunity plans that maximise commercial outcomes
  • Maintain accurate forecasting, pipeline management and activity tracking within HubSpot
• Cross Functional Collaboration
  • Work closely with Sales, Marketing and Customer teams to maximise partner engagement and commercial outcomes
  • Provide market insights and customer feedback to influence partnership strategy
  • Support partner enablement initiatives to improve referral generation and long‑term growth
  • Continuously refine and optimise partnership processes as the function evolves

Who we’re looking for

We’re looking for someone who enjoys building relationships, solving complex commercial problems and creating new opportunities where others see challenges. You’ll likely bring:

• 5 years’ experience in business development, partnerships, enterprise sales or account management
• Experience developing executive‑level relationships within complex or highly regulated industries
• Experience navigating sales cycles with multiple stakeholders
• Strong commercial acumen with the ability to identify and develop strategic growth opportunities
• Excellent relationship building, negotiation and communication skills
• Experience using HubSpot or similar CRM platforms
• The ability to work autonomously while collaborating effectively across cross‑functional teams

Highly desirable:

• Experience within workers’ compensation, insurance or insurance broking
• Existing relationships across insurers, brokers or employee benefits providers
• Experience developing channel, referral or partnership‑led sales strategies

Personal Attributes

• A proactive self‑starter who enjoys building something from the ground up
• Commercially curious with a genuine interest in understanding customer and partner challenges
• Confident engaging senior stakeholders and executive decision makers
• Highly organised with excellent planning and pipeline management skills
• Resilient, adaptable and comfortable working in an evolving environment
• Collaborative and motivated by shared success across Sales and Partnerships

This role is ideal for someone who thrives on ownership, enjoys solving complex commercial challenges and wants to play a key role in shaping one of Sonder’s fastest‑growing channels.

What can we offer you?

• You will work with a collaborative, vibrant and passionate team of experienced professionals, inside and outside of the Strategy and Growth team.
• As we continue to grow, there will be plenty of development opportunities.
• You will be provided with all the tools in order for you to succeed including sales navigator and HubSpot.
• Modern offices based in Waterloo
• Flexible work arrangements – Hybrid with 3 days in office, 2 days work from home
• Induction and onboarding designed to make you succeed in your new role
• Catered breakfast on Mondays, lunches on Thursdays and free coffee Fridays
• Social events and clubs
• Bring your dog to work
• Stocked kitchen with access to all the snacks you need

Join Sonder’s innovative movement and feel empowered everyday knowing you are contributing to making the world a safer place. Due to the nature of our industry, all Sonder employees are required to complete a National Police Check. Apply now for a confidential conversation.