ABOUT WELLIO
It's probably not news to you that wellbeing and mental health issues are rising globally. 40% of young people have experienced a mental health disorder in the past year alone, so chances are you know someone who has been affected.
At Wellio, we help schools put wellbeing at the heart of every student's school experience. We believe improving youth mental health is one of the most important challenges of our time.
Wellio is building the world's first Wellbeing Management System, bringing the best of student wellbeing practice into one simple platform. We help schools teach wellbeing consistently, identify students who may be struggling earlier, coordinate support and continuously improve student outcomes.
And it's working.
Today, Wellio powers wellbeing programs in 1,000 schools across 25 countries, supporting millions of students. We're on track to complete our fourth consecutive year of 100% growth, and we're just getting started.
It shouldn't matter which school you attend, or what country you live in. Every student should have access to the best tools and support to thrive. Our mission is big and important, and that's why we're looking for the very best people to help us achieve it.
ABOUT THE ROLE
We're looking for an exceptional Senior Business Development Manager to close new business and lead our Melbourne SDR team.
This isn't a territory rep role. You'll be a seller and a leader - running your own sales cycle with schools while leading our team of three Melbourne-based SDRs. You'll carry your own closing target alongside the SDR team's target, so their success is your success.
We've already built a sales engine that has helped Wellio grow by 100% year on year. We have an exceptional product, talented salespeople, a deeply meaningful mission and a market that urgently needs what we're building. Your job is to help us generate more high-quality pipeline and turn it into revenue.
You'll partner closely with our Growth Marketing Manager, and together with the SDRs you'll be the engine that finds the right schools, gets them into conversations and converts them.
WHAT YOU WILL DO
- Own the full sales cycle: meet with school executives to run discovery, demo and follow-up meetings, and take deals from first conversation to signed.
- Lead our Melbourne SDR team: coach and develop our three SDRs on outreach, prospecting and qualification, and make sure the handover into the pipeline is tight.
- Partner with our Growth Marketing Manager: work hand in hand with them and the SDRs on campaigns, targeting and outreach that turn interest into qualified pipeline.
- Build and manage a healthy pipeline: across your own deals and the SDR team's, with weekly reporting.
- Test and iterate on outreach: copy, sequencing, channels - try things, measure them and share what lands.
- Build strong school relationships: earn trust early with new partner schools and work with Customer Success so they experience the full Wellio offering.
- Represent Wellio at events: meet school leaders face to face at conferences and events across Australia.
- Bring back market intelligence: share product feedback, unmet needs and what's working with our Product and Content teams.
- Run training where needed: show teachers and students how to use Wellio, in person or virtually.
- Keep HubSpot up to date: accurate school information and pipeline data so we can make good decisions.
WHAT WE'RE LOOKING FOR
You're a seller first: you have a track record of consistently hitting sales targets, and you know how to run discovery, deliver demos and close deals.
You've led and coached SDRs heavily: you know what it takes to build pipeline from scratch and how to get the best out of the people doing it.
You're comfortable carrying two numbers: your own closing target and your SDR team's target.
You see Marketing as a true partner: you enjoy working together on campaigns and outreach to build pipeline.
You build trust quickly: with school leaders who've heard too many pitches, and with the people you lead.
You're a strong communicator: exceptional written and verbal skills, and you manage your time well.
You're AI-curious: you use AI tools to work smarter, not just harder.
You care about the mission: young people's wellbeing matters to you, and you understand the impact it has on their education and future.
Bonus: experience in the education sector, familiarity with sales frameworks like SPIN, Sandler or MEDDPICC, and/or tools like HubSpot and Outreach.
WHY YOU SHOULD WORK HERE
- Work on something that genuinely matters. Your work will directly influence the wellbeing education and support received by millions of students around the world.
- Join at an incredibly exciting stage. Wellio is on track for its fourth consecutive year of 100% growth. The product works, the market is growing and the foundations are in place, but there's still an enormous amount left to build.
- Lead and grow. You'll lead a team of SDRs from day one and have a real say in how we build pipeline and sell in Australia.
- Small, exceptional team. Staying lean and building with AI keeps us fast, simple and out of meetings.
- Transparency. We share everything internally because high trust creates a great culture, and understanding the business helps people make better decisions.
- We don't take ourselves too seriously. We care enormously about our mission and hold exceptionally high standards, but we believe doing great work is easier when people can laugh, be themselves and enjoy the ride. Expect plenty of ambition and a healthy dose of weird.
- Hybrid, culture-focused. Our Melbourne team works out of The Commons in Cremorne, and our team spans Melbourne, Sydney, London and Singapore. We give people flexibility while investing heavily in strong relationships and meaningful time together.
- Biannual global team meetups. We bring our people together in places like London and Asia to plan, create, connect and have a genuinely great time together.
Don't worry if you don't tick every box. We're more interested in exceptional people with the right trajectory and drive than someone with a perfect CV.
If you're excited by the opportunity to help build a world-class sales team, join one of Australia's fastest-growing startups and work on one of the most important challenges facing young people today, we'd love to hear from you.
Please submit your CV. We are looking forward to learning more about you!
