Role Description The Business Development Manager is responsible for driving new business growth within the sub-1000 endpoint segment across NSW and the entire territory of New Zealand. This is a quota-carrying, partner-first sales role focused on executing Airlock Digital’s go-to-market strategy through channel partners and resellers. This role is well-suited to a developing sales professional with strong foundational sales skills who is looking to grow within a structured, partner-led environment. You will work closely with channel partners, internal pre-sales engineers, and marketing to identify, qualify, and progress opportunities through to close. You will be responsible for managing a partner-influenced sales cycle – from opportunity identification and qualification, through partner coordination, deal progression, and commercial close. Key Responsibilities - Drive new business growth within the mid-market segment (<1000 endpoints) across NSW and New Zealand. - Build and develop strong relationships with channel partners, resellers, and key stakeholders to generate and progress pipeline. - Execute a partner-first sales motion, enabling and supporting partners to identify, position, and close opportunities. - Collaborate with internal pre-sales engineers and partners to deliver product demonstrations and proofs of concept. - Maintain a healthy pipeline through consistent prospecting, partner engagement, and marketing follow-up. - Execute against defined sales targets and KPIs aligned with company growth objectives. - Understand customer requirements, business drivers, and cybersecurity maturity to effectively position Airlock Digital’s value proposition. - Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking. - Stay current with cybersecurity trends, competitor landscape, and relevant frameworks (e.g. Essential Eight, NZISM where relevant). - Support partner enablement activities, including training, joint account planning, and co-selling initiatives. - Manage deal progression and commercial discussions in collaboration with partners. - Ensure smooth transition of new customers to Customer Success and Support teams post-sale. - Represent Airlock Digital at relevant industry and partner events. Qualifications - 3–4 years’ experience in technology or cybersecurity sales (or related field). - Experience working with or through channel partners, resellers, or distributors (preferred). - Demonstrated ability to meet or exceed sales targets in a transactional or mid-market environment. - Strong communication, presentation, and interpersonal skills. - Ability to build relationships with partners and end customers. - Basic understanding of cybersecurity concepts, market dynamics, and buyer personas. - Organised and disciplined approach to pipeline management and CRM hygiene. - Ability to manage multiple opportunities simultaneously in a fast-paced environment. - Commercial acumen and developing negotiation skills. - Self-motivated with a strong desire to learn and progress within a sales career. Benefits - Flexible Work Environment, Hybrid or Remote. - Time Off. - Paid Volunteering Time. - Birthday Leave. - Paid parental Leaves. - Home Office Allowance. Our Commitment We believe in supporting our team members both personally and professionally. Named one of Australia’s Greatest Places to Work and 5th best technology company for 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a National Police Check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.

Role Description We are hiring a Business Development Lead to join the MDS membership sales team as a dedicated new business hunter. You will work alongside our Head of Membership Growth Manager, focused on one thing: finding and closing the right founders into MDS. This is an individual contributor role. Your job is to prospect, build relationships, run discovery calls, and convert qualified ecommerce founders into MDS members. You will be out at events, active in the community online, and on the phone, generating your own pipeline and working leads from first contact to closed application. This is a commission-driven role with a real earnings opportunity. A strong performer who hits their stride will earn $10,000–$12,000/month between base and commission, with no ceiling on the upside. A representative scenario: you’re at Prosper Show, spend two days working the floor and attending the evening dinners, come back with 15 solid contacts logged in GHL, book 5 discovery calls in the following week, and convert 2 into active applications. That’s the rhythm. You generate, you nurture, you close. Qualifications - 3+ years in sales, business development, or a community-facing role with a demonstrable track record of hitting individual targets. - Direct ecommerce experience either running your own brand, working at an ecommerce company, or in an adjacent industry (agency, SaaS, 3PL, platform) with deep and genuine exposure to sellers. - Working knowledge of Amazon, DTC, Shopify, and TikTok Shop at the level where you can hold a real strategic conversation with a seven-figure seller. - Demonstrated track record of closing high-ticket memberships, partnerships, or B2B deals. - Hands-on CRM experience ideally in Go High Level or equivalent. - Charismatic and naturally relational, people enjoy talking to you and remember you after one meeting. - Self-directed and accountable with the discipline to generate your own pipeline and hit targets. - Comfortable traveling regularly to events and representing MDS on the ground. Requirements - An existing network within the Amazon, Shopify, or TikTok Shop seller community. - Personal experience as an ecommerce seller or brand operator. - A personal brand or growing presence in the ecommerce space through social content, podcast appearances, or community involvement. - Experience with membership communities, masterminds, or high-ticket group offers. - Experience with multi-channel outreach sequences including email, SMS, and social DMs. Benefits - Base Salary: $5,000–$6,000 USD/month base + commission, uncapped. - Bonus Opportunities: Annual bonus pool participation, team member referral bonus, and spot bonuses for exceptional performance. - Global Work Flexibility: Work from anywhere as long as you’re aligned with Eastern Time for core hours (10:00–3:00 PM EST). - Outcome-Driven Work Culture: Focus on results over rigid schedules. - Autonomous Time Management: Balance between work and personal life without tracking time off. - Elite Networking Opportunities: Engage with over 700 leading e-commerce entrepreneurs. - Exclusive Event Access: Represent MDS at high-profile events. - Dynamic Community of Innovators: Immerse in an environment of driven professionals. - Continuous Professional Development: Stay at the forefront of ecommerce trends. - Impactful Work: Your role determines who gets to be part of this community.

• Maintain existing and establish new business relationships with cities, municipalities and other end users • Provide sales training and presentations to end users / contractors • Execution of our sales and marketing strategies • Perform operative sales activities

• Pipeline aus Reichweite bauen • Du wandelst die LinkedIn-Präsenz des Gründers systematisch in qualifizierte Gespräche um • Outbound & Demand Generation • Du identifizierst Kanäle, wo E-Commerce-Entscheider wirklich erreichbar sind • Discovery & Qualifikation • Du führst erste Gespräche, verstehst die echten Herausforderungen hinter den Anfragen • CRM & Pipeline-Ownership • Du pflegst Pipedrive diszipliniert • Übergabe an Account Management