Job Description
Are you a high-performing enterprise software sales professional with a proven hunter mindset and track record of winning complex, high-value opportunities?
Thomson Reuters is looking for an experienced Senior Business Development Manager to drive growth across the Corporate and Government markets in Australia and New Zealand.
This is a senior field sales role with responsibility for acquiring new enterprise customers, developing whitespace opportunities and expanding selected strategic accounts. You will engage senior executives, identify complex business problems, orchestrate Thomson Reuters resources and lead opportunities from initial engagement through negotiation and close.
Success in this role requires strong commercial judgement, disciplined pipeline creation, executive-level selling and the ability to navigate complex, multi-stakeholder enterprise sales cycles.
Key Responsibilities
In this opportunity as a Senior Business Development Manager (New Sales & Strategic Growth – ANZ Software), you will:
- Own and exceed an enterprise software sales target across an assigned ANZ territory and account portfolio.
- Proactively create and develop new business opportunities through a combination of self-generated prospecting, executive networking, targeted account development, partner activity and qualified inbound opportunities.
- Win new enterprise customers while identifying and executing strategic expansion opportunities within selected existing accounts.
- Develop account and territory strategies that identify whitespace, competitive displacement opportunities and areas of significant customer value.
- Build trusted relationships with CFOs, Tax leaders, Finance executives, Procurement, Technology and other senior decision-makers.
- Lead complex, multi-stakeholder sales cycles from discovery and qualification through solution design, commercial negotiation and contract execution.
- Coordinate Solution Consulting, Product, Professional Services, Legal, Customer Assurance and Customer Success resources to develop compelling customer propositions.
- Develop strong business cases and articulate measurable customer outcomes and return on investment
- Maintain rigorous opportunity qualification, close plans, pipeline coverage and forecast accuracy.
- Maintain strong understanding of the competitive landscape and use market intelligence to identify new growth opportunities.
- Ensure effective transition of newly acquired or expanded customers into Account Management and Customer Success.
Deliverables (Measure of Success)
- Achievement and over-performance against annual sales quota.
- New customer acquisition and strategic account expansion.
- Creation of sufficient self-generated qualified pipeline to support future revenue targets.
- Growth in territory/account penetration and competitive displacement.
- Successful conversion of complex enterprise opportunities.
- Consistent pipeline coverage and forecast accuracy.
- Strong executive customer engagement and disciplined opportunity management.
Required Qualifications
You’re a fit for the role of Senior Business Development Manager (New Sales & Strategic Growth – ANZ Software) if you have the following required qualifications:
- 8+ years of successful enterprise B2B software/SaaS sales experience, ideally within complex enterprise environments
- A consistent track record of achieving or exceeding significant individual sales quotas.
- Demonstrated success acquiring new enterprise customers and developing strategic account expansion opportunities.
- Strong executive presence with the ability to engage credibly with CFOs and other senior business leaders.
- Demonstrated ability to independently create pipeline rather than relying predominantly on inbound or SDR-generated opportunities.
- Advanced commercial negotiation, discovery, presentation and consultative selling capability.
- Strong territory and account planning skills.
Preferred Qualifications
- Bachelor’s degree in Business, Commerce, Finance, Economics, Technology or a related discipline preferred or equivalent
- Experience selling enterprise Finance, Tax, Compliance, Legal, ERP-adjacent or workflow software.
- Experience selling into large Australian and New Zealand corporates.
- Experience with competitive displacement and transformation-led enterprise sales.
- Experience managing complex, high-value sales cycles involving multiple executive and functional stakeholders.
- Experience working effectively across Solution Consulting, Product, Professional Services, Legal, Customer Assurance and Customer Success teams.
- Strong forecasting discipline and experience using Salesforce or comparable CRM platforms.
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What’s in it For You?
Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
About Us
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.
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More information about Thomson Reuters can be found on thomsonreuters.com.
