Mid-Market Business Development Manager

Eventbrite is the world’s largest self-service ticketing platform. We build the technology to allow anyone to create, share, find, and attend events that fuel their passions and enrich their lives. Music festivals, marathons, conferences, hackathons, air guitar competitions, political rallies, fundraisers, gaming competitions—you name it, we power it. Our mission? To bring the world together through live experiences.

Eventbrite officially opened our Australia office in March 2014, building on a strong organic business where over a hundred thousand events had been hosted on the platform before boots were on the ground. Our Melbourne-based team is focused on continuing growth through brand awareness and marketing and targeting events where our product is a great fit to help organizers be more successful. The team is made up of three primary functions: business development, account management, and customer success. We’re a small but mighty team, and we help each other out as we work towards our shared vision of making Eventbrite a household name when it comes to live experiences.

What makes joining Eventbrite APAC so exciting? We are building a best-in-class business development organization comprised of motivated and talented go-getters. You’ll be working with event organizers of everything from music festivals and venues to cooking classes, beer festivals, conferences, and much more. Our horizontal platform means no one conversation with a potential client is the same. There is no script, no one-size-fits-all solution. We’re consultative business development experts, and we train and invest in our smart, goal-oriented team to grow their careers here at Eventbrite.

The company is currently in a phase of strong international growth, with offices in 11 countries and having powered events in over 180 countries. In Australia, we have ambitious growth plans for the APAC market. We’re looking for experienced and fearless team members to be part of this growth story.

As a Mid-Market Business Development Manager, you’ll work with new contacts to bring them onto the Eventbrite platform. Business Development Managers have a significant impact on the growth and success of the company and are responsible for generating leads, qualifying opportunities, and securing new business. You will be responsible for selling prospects on our unique value proposition, evangelizing our solution, and ensuring that the broader market understands how we are shaking up the way ticketing is done. We are looking for an individual with a hunter mentality.

As a Mid-Market Business Development Manager, you are responsible for driving new business by successfully researching, prioritizing, penetrating, and closing business. To be successful, you must be able to drive significant business value for prospective clients. This requires being an adept business development person, capable of engaging in business and technical conversations at multiple levels of the organization. You should have an in-depth understanding of the buyer journey and the ability to lead a complex, multi-pronged sale in a highly consultative manner.

Ideal candidates have a minimum of four years of business development experience and have worked in a growth-stage environment. They possess a convincing personality and a passion for working with customers to bring them onto our platform. They are detail-oriented, driven to raise the bar of success, and passionate about revolutionizing the ticketing industry to join our growing and successful Business Development team.

• Own the full business development cycle, including planning, prospecting, cold calling, qualifying, obtaining, and nurturing new business opportunities across verticals in APAC to achieve and exceed business plans
• Engage cross-functionally with our strategic success, marketing, finance, and legal teams as needed to progress the deal
• Understand the organiser’s key business initiatives, areas of concern, technology stack, and competitive environment, and recognise how Eventbrite solutions could be applied and articulate the business value of these solutions
• Develop and deliver value-based solution proposals, product demonstrations, and presentations
• Customise content of business development presentations based on audience, prospect needs, industry dynamics, etc
• Meet and exceed established business development targets, including leads, calls and meetings per week, new opportunities generated, closed deals, and recognised revenue
• Primarily engage clients on the phone or virtual meetings and may participate in face-to-face meetings based on need
• Manage the business development funnel by analysing and controlling pipeline activity in Salesforce and monitoring business development activity against assigned quotas
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks
• Develop expertise in the ticketing industry by identifying trends, market challenges, and competitive offerings in your vertical and territory
• Collaborate with peers in the organisation, customers, and vendors to interpret information and improve business development processes
• Provide superior and delightful customer service throughout the entire business development process

• 4+ years of experience in business development with a record of quota over-achievement, preferably in an events or SaaS environment
• Demonstrated ability to successfully manage and grow revenues within a diversified territory
• Proficient and demonstrable experience in prospecting, identifying target customers, evaluating buyer interest, recognizing decision-making processes, qualifying, creating value-based demonstrations, selling complex solutions, writing proposals, objection handling, and negotiating.
• A rare competitive fire and desire to win
• Self-motivated and self-directed
• Strong organisational and interpersonal skills
• Excellent written, verbal, and presentation communication skills
• Experience with G-Suite, Salesforce, Gong, Slack, and prospecting tools such as ZoomInfo and Groove 
• Strong desire to work in an innovative and dynamic company
• Ability to juggle competing priorities and wear many hats—no two days are the same
• A strategic, goal-oriented mindset that thrives in a fast-paced environment 
• Prior industry or vertical experience is a plus 
• A passion for live experiences, particularly in music, festivals, and lifestyle events, is an absolute must!