Business Development Manager (BDM)

Part time (3 days per week)

Melbourne-based (remote role)

Habits of Mind is Australia’s next-gen compliance training library — legally backed by Lander & Rogers, story-driven, SCORM-ready, and designed for under-resourced HR and People & Culture leaders.

We’re at the scale-up stage and need an experienced part-time BDM to build and convert a high-quality pipeline — using both their own network and our outbound systems — with a clear commercial mandate.

You will need to build, run, and drive a GTM commercial engine without waiting for direction or inbound demand. This is not a brand-new market. The product is proven. The systems are in place.
What we need is execution, relationships, and commercial momentum.

The Role

This is a hands-on, revenue-focused role, not a strategy-only role. You will be responsible for building, sustaining and closing opportunities, while also owning the systems that support scale.

1. Network-Led Selling

● Actively leverage your existing HR / People & Culture, Legal, Risk, L&D network

● Re-engage warm contacts who trust your judgement

● Generate introductions and referrals, not cold pitches

● Attend events to find leads

2. Outbound Pipeline Generation

(a). Use Habits of Mind’s email and LinkedIn outreach systems

(b). Personalise messaging to senior decision-makers

(c). Book qualified discovery and demo calls

(d). Maintain momentum through structured follow-up

(e). Cold call/warm call up minimum 20 contacts per day

3. Go-To-Market Ownership

1. Design and own your personal go-to-market plan each quarter to sustain pipeline and deal flow. Clearly articulate:

1.1 Target segments and buyer profiles

1.2 Priority acquisition channels (network, outbound, partnerships, events, etc.)

1.3 Weekly activity rhythms and pipeline targets

2. Review performance monthly and adapt based on conversion data and deal velocity

3. Align your GTM approach with Habits of Mind’s positioning and pricing strategy

4. HubSpot & CRM Ownership

(a) Own HubSpot end-to-end as Habits of Mind’s primary sales system

(b) Maintain the HubSpot subscription to:

a. Support daily prospecting, pipeline management and follow-up

b. Enable clear visibility of deal stages, value and probability

c. Build a clean, usable database that supports immediate and foreseeable growth

(c) Ensure contacts, companies, deals and activities are consistently logged and accurately maintained

(d) Design simple, scalable workflows that reduce manual effort and increase conversion

(e) Maintain data hygiene so HubSpot and all other filing systems are a revenue asset.

This role owns the CRM so the business can scale — not just so deals can be reported.

5. Deal Progression & Closing

● Run confident discovery and solution-fit conversations

● Position Habits of Mind as a risk-reduction and culture uplift solution

● Scope opportunities aligned to our pricing model ($15K–$60K+)

● Close deals and hand over cleanly for onboarding and delivery

6. Proposal & Sales Asset Ownership

a) Own the end-to-end close process, including preparing client-ready proposals

b) Tailor existing sales decks and proposal templates to suit client context and buying triggers

c) Ensure proposals are commercially sound, clearly scoped and aligned to Habits of Mind pricing and positioning

Commercial Authority

1. This role is expected to help shape/advise pre-agreed pricing frameworks, then negotiate deals within pre-agreed pricing frameworks

2. Any discounting, non-standard terms or bespoke scope outside agreed parameters requires CEO approval

7. Commercial Feedback Loop

a) Share insights from the field (buyer objections, pricing sensitivity, competitor products, triggers)

b) Feed back what messaging and segments are converting best

c) Identify upsell, cross-sell and expansion opportunities early

d) Contribute to product development via sales lens to help shape our market-leading products

8. Reporting & Cadence

● Maintain a clear, up-to-date pipeline in HubSpot at all times

● Provide a short weekly summary covering pipeline movement, key conversations and blockers

● Participate in a monthly commercial review to assess GTM performance, pipeline health and deal progression

Success Metrics (Non-Negotiables)

You are expected to:

1. Close a minimum of 1 deal per month

2. Maintain an average deal size of $25K+

3. Build and sustain a pipeline that means you have enough potential deals in play that equal 3–5 times your sales target

4. Present and execute a clear quarterly GTM plan

5. Maintain HubSpot, File Directory (sales and admin systems) as a clean, accurate and scalable system

6. Cold call/warm call 20 contacts per day

7. Keep CRM and pipeline data current and decision-useful

Who This Role Is Perfect For

You are likely someone who:

(a) Has 10+ years experience in B2B sales or partnerships

(b) Has sold into HR, People & Culture, Risk, Legal or L&D

(c) Is comfortable selling high-trust, intangible solutions

(d) Has an existing Australian HR network

(e) Thinks in quarters, pipelines, systems and leverage

(f) Is confident owning a CRM and using it as a growth engine

(g) Looking for part-time role that can grow into full time as the business scales

Behaviours

This role requires someone who takes full ownership of revenue outcomes, behaves with commercial maturity, and builds trust — with clients, systems and the CEO — through consistent execution.

1. Ownership & Initiative

● Doesn’t wait to be told what to do next

● Proactively builds pipeline, fixes gaps, and suggests improvements

● Treats targets, systems and outcomes as their responsibility

2. Commercial Discipline

● Keeps deals moving — or consciously disqualifies them

● Protects deal quality and pricing integrity

● Understands that activity ≠ progress

● Manages pipeline with realism, not optimism

3. Relationship-Led Selling

● Uses judgement about who is worth pursuing

● Builds trust through relevance, not persistence

● Positions Habits of Mind as a long-term partner, not a vendor

● Is credible with senior HR / P&C leaders

4. System Ownership & Hygiene

● HubSpot, Filing systems/folders are always current

● Pipeline reflects reality — no surprises

● Notes are clear enough that someone else could step in

● Systems reduce friction instead of creating admin

5. Bias to Action (with Thoughtfulness)

● Tests, learns, adapts — quickly

● Moves forward even when things aren’t perfect

● Brings solutions, not just problems

● Adjusts GTM based on evidence

6. Clear Communication

● Raises issues early, not when it’s too late

● Is honest about what’s working and what’s not

● Doesn’t sugar-coat pipeline or performance

● Keeps the CEO informed

7. Respect for Scope & Standards

● Owns and works within agreed pricing and frameworks

● Knows when to escalate vs decide independently

● Respects the brand, product and legal integrity of HoM

8. Values-Led Under Pressure

● Maintains professionalism when deals stall or fall over

● Owns mistakes quickly and fixes them

● Treats clients, prospects and colleagues with respect

● Keeps perspective — people first, even while driving revenue

Our values

1. We believe in people before profit — because sustainable revenue only comes from healthy teams, trusted relationships and long-term client value.

2. We operate with professionalism at all times — we prepare, we follow through, and we earn trust through the quality of our work.

3. We own our mistakes early, say sorry quickly, and focus on fixing the issue rather than defending our ego.

4. We stay flexible, pragmatic and solution-focused — especially when things are messy, fast-moving or imperfect.

5. We are motivated by impact — we believe our work should meaningfully improve workplaces, not just tick compliance boxes.