[Hiring] Head of Business Development @ELMO Cloud HR & Payroll

Role Description

Pacific is looking for a commercially astute and well-networked Head of Business Development to join our team. Reporting to a C-Suite executive, you will own Pacific's Australian strategic BD pipeline across our target verticals, converting high-quality partnership opportunities into long-term premium growth for the Group. This is a senior role that places you at the centre of Pacific's growth story. You will work alongside the executive team to position Pacific compellingly in the market, lead the development of pitches and commercial terms, hold accountability for agreed new business and premium targets, and manage the transition from BD to partnership delivery.

What You'll Do

• Build and maintain an opportunity map of high-priority prospective partners across our target verticals.
• Own and execute Pacific's strategic BD plan for corporate partnership acquisition, contributing to the Group's sales strategy and long-term growth targets.
• Hold accountability for agreed new business and premium targets for the partnerships portfolio, including targets shared across the wider distribution team.
• Contribute to the preparation of sales budgets, premium forecasts, and annual BD activity plans for the partnerships portfolio.
• Lead the development of pitch decks, presentations, and commercial terms for prospective partners, clearly articulating Pacific's value proposition.
• Support tender responses and proposal submissions, collaborating with underwriting, finance, and legal to produce commercially sound bids.
• Represent Pacific at industry conferences and events, presenting and taking the lead at key industry moments, and maintaining a visible professional presence.
• Maintain and develop relationships with professional bodies, industry experts, and external service providers.
• Provide market intelligence and partner feedback to product development and underwriting to inform product design and positioning.
• Contribute to decisions on the mix of products and services offered to key partners.
• Collaborate across the Group, sharing leads, market insight, and account knowledge with business development colleagues.
• Monitor market conditions, competitor activity, and contract renewal cycles to ensure Pacific is positioned for inclusion in tender and consideration sets.
• Coordinate the CEO and executive team's involvement in relationship-building at appropriate pipeline stages.
• Manage the transition from BD to partnership onboarding, ensuring a smooth handover to account management and operational teams.

Qualifications

• Several years' proven experience at a senior level in business development, sales, or partnership acquisition within the general insurance industry.
• Deep knowledge in at least one of Pacific's primary target verticals pet or travel insurance.
• Demonstrated ability to build and manage a BD pipeline from cold prospecting through to close, with a disciplined, activity-based approach.
• Excellent presentation, communication, and negotiation skills, with the ability to engage credibly with C-suite and senior decision-makers.
• Commercial acumen and the ability to assess and model the financial potential of partnership opportunities.
• An established network of industry relationships across insurance distribution, affinity, or corporate partnership channels.
• Relevant tertiary qualification in business, commerce, insurance, or a related field.

Requirements

• Experience in pet or travel insurance verticals, with knowledge of key market participants, distribution models, and commercial structures.
• Familiarity with delegated authority (binder) and corporate partnership models in Australian general insurance.
• Experience contributing to or leading tender and proposal processes in financial services or insurance.
• ANZIIF qualification or equivalent industry certification.
• Sound understanding of insurance pricing, underwriting principles, and portfolio performance metrics.

Benefits

• Pacific is a business that moves fast, thinks commercially, and backs its people.
• You will work directly with senior leaders, carry real accountability, and play a central role in shaping Pacific's distribution footprint as we scale.
• Our culture, built around the Soft Landings purpose means we care about doing right by our partners, our team, and the people we ultimately protect.