[Hiring] Business Development Manager @Ember Talent

Role Description

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.

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.

• 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
• Outbound Pipeline Generation
  • Use Habits of Mind’s email and LinkedIn outreach systems
  • Personalise messaging to senior decision-makers
  • Book qualified discovery and demo calls
  • Maintain momentum through structured follow-up
  • Cold call/warm call a minimum of 20 contacts per day
• Go-To-Market Ownership
  • Design and own your personal go-to-market plan each quarter to sustain pipeline and deal flow. Clearly articulate:
    • Target segments and buyer profiles
    • Priority acquisition channels (network, outbound, partnerships, events, etc.)
    • Weekly activity rhythms and pipeline targets
  • Review performance monthly and adapt based on conversion data and deal velocity
  • Align your GTM approach with Habits of Mind’s positioning and pricing strategy
• HubSpot & CRM Ownership
  • Own HubSpot end-to-end as Habits of Mind’s primary sales system
  • Maintain the HubSpot subscription to:
    • Support daily prospecting, pipeline management and follow-up
    • Enable clear visibility of deal stages, value and probability
    • Build a clean, usable database that supports immediate and foreseeable growth
  • Ensure contacts, companies, deals and activities are consistently logged and accurately maintained
  • Design simple, scalable workflows that reduce manual effort and increase conversion
  • Maintain data hygiene so HubSpot and all other filing systems are a revenue asset.
• 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
• Proposal & Sales Asset Ownership
  • Own the end-to-end close process, including preparing client-ready proposals
  • Tailor existing sales decks and proposal templates to suit client context and buying triggers
  • Ensure proposals are commercially sound, clearly scoped and aligned to Habits of Mind pricing and positioning
• Commercial Authority
  • This role is expected to help shape/advise pre-agreed pricing frameworks, then negotiate deals within pre-agreed pricing frameworks
  • Any discounting, non-standard terms or bespoke scope outside agreed parameters requires CEO approval
• Commercial Feedback Loop
  • Share insights from the field (buyer objections, pricing sensitivity, competitor products, triggers)
  • Feed back what messaging and segments are converting best
  • Identify upsell, cross-sell and expansion opportunities early
  • Contribute to product development via sales lens to help shape our market-leading products
• 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

Qualifications

• 10+ years experience in B2B sales or partnerships
• Experience selling into HR, People & Culture, Risk, Legal or L&D
• Comfortable selling high-trust, intangible solutions
• Existing Australian HR network
• Thinks in quarters, pipelines, systems and leverage
• Confident owning a CRM and using it as a growth engine
• Looking for part-time role that can grow into full time as the business scales

Behaviours

• 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
• 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
• 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
• 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
• 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
• 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
• 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
• 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

• We believe in people before profit — because sustainable revenue only comes from healthy teams, trusted relationships and long-term client value.
• We operate with professionalism at all times — we prepare, we follow through, and we earn trust through the quality of our work.
• We own our mistakes early, say sorry quickly, and focus on fixing the issue rather than defending our ego.
• We stay flexible, pragmatic and solution-focused — especially when things are messy, fast-moving or imperfect.
• We are motivated by impact — we believe our work should meaningfully improve workplaces, not just tick compliance boxes.