Business Development Manager

About the Role

Transvirtual is at an inflection point. We’ve built the most integration-rich Transport Management System in ANZ — and now we’re evolving into an AI-native platform spanning TMS, FMS, and WMS. Our moat isn’t just the product; it’s the depth of our integration ecosystem, built over years and reinforced by every new connection we make.

We’re looking for a commercially sharp, relentless Business Development Manager to own new logo acquisition across Australia and New Zealand. You’ll target Mid-Market through to Enterprise clients in transport and logistics, working alongside an established sales channel and leveraging AI tooling to prospect smarter, move faster, and close bigger deals.

This is not an order-taking role. You’ll be expected to build your own pipeline, network with decision-makers, and bring your own ideas. AI should be embedded in how you work — from research and outreach to pipeline management and deal prep.

What Success Looks LikeYou own pipeline, not just activity. You measure yourself against qualified opportunities created, not calls made. You know your numbers and close the loop with the Head of Sales fast.AI is embedded in how you prospect. You use AI tools to research accounts, personalise outreach at scale, prep for meetings, and surface insights from your CRM — not as a novelty, but as a multiplier.

You’re comfortable at every deal size. You can move smaller deals quickly while nurturing complex Enterprise opportunities over a longer cycle. You manage both without dropping either.

You build a presence, not just a pipeline. You’re active at industry events, visible on LinkedIn, and known in the market. Decision-makers return your calls.

Your CRM tells the full story. HubSpot is up to date, your pipeline is accurate, and forecasts are reliable. You don’t need chasing.

You bring deal intelligence back into the business. Win/loss insights, competitor intel, and buyer objections flow back to Marketing and Product — you’re a source of market signal, not just revenue.

Key Responsibilities

• Area
• What You’ll DoNew Business Development
• Own the full acquisition cycle from prospecting to close across Mid-Market and Enterprise segments in ANZBuild and manage a dual-track pipeline: move smaller deals quickly while nurturing longer-cycle Enterprise opportunities in parallel
• Be relentless on the phone and in person — building momentum through high-quality outreach and disciplined follow-up
• Lead technical RFP and tender processes with confidence and structure
• AI & Prospecting
• Use AI tools to research accounts, build targeted prospect lists, and personalise outreach at scale
• Leverage AI to prep for meetings — company research, stakeholder mapping, likely objections, and deal framing
• Feed call and demo insights into an AI-assisted feedback loop to sharpen your pitch and messaging over time
• Continuously identify and adopt tools that make prospecting faster and conversion higher
• Networking & Market Presence
• Attend key industry events and build a visible presence in the transport and logistics community
• Maintain an active LinkedIn profile — share insights, engage with prospects, and build inbound interest
• Connect with business owners, operations leaders, and C-suite decision-makers in target segments
• Pipeline & CRMOwn HubSpot — keep it accurate, up to date, and useful for forecasting
• Manage a structured pipeline with clear stage discipline and realistic close dates
• Report on pipeline health, deal velocity, and quarterly targets to the Head of Sales and GMMarket Intelligence
• Feed win/loss insights, competitor intel, and buyer objections back to Marketing and Product
• Stay close to market developments in TMS, FMS, and adjacent logistics technology
• Identify new verticals and segments where Transvirtual has an untapped opportunity
• What We’re Looking For
• Essential4+ years in a business development or new logo sales role
• Proven track record opening doors and closing deals — not just managing existing accounts
• Active user of AI tools in your sales workflow — prospecting, research, outreach, or deal prep
• Experience managing a CRM with pipeline discipline (HubSpot preferred)
• Comfortable with complex, multi-stakeholder deals and formal RFP/tender processes
• Strong communicator — phone, in person, and written
• Commercially literate: you understand deal structure, ACV, and quarterly revenue targets
• Networker with demonstrated ability to build relationships with senior buyers
• Advantageous
• Background in logistics, transport, freight, or supply chain software (TMS/WMS/FMS)
• Experience selling SaaS or technology platforms into operational businesses
• Familiarity with AI prospecting tools
• Track record managing a dual-track pipeline across deal sizes
• Degree in Business, Marketing, or equivalent — commercial maturity matters more than credentials
• Experience expanding into new markets or verticals
• Events and conference presence in the logistics or related industry
• About Transvirtual
• We’re a modern SaaS business delivering logistics management solutions across ANZ and North America, with team members in Sydney, Newcastle, Philippines, India, Pakistan, and North America.
• Our founder’s roots in transport give us a genuine competitive edge — we built this product because we understood the problem from the inside.
• We’re evolving fast: from a best-in-class TMS to an AI-native platform covering TMS, FMS, and WMS. The opportunity for a BDM right now is significant — a growing product set, an expanding market, and a team that backs you to go after it.
• We hold a high bar for quality, ownership, and communication.
• Our culture is built on accountability, trust, and a Charter of Culture that drives honest, consistent, collaborative work.
• If you want to do meaningful work and see the results in real time, this is the place.