Business Development & Partnerships Manager - B2B SaaS

ACMO is a Sydney-based SaaS company delivering the ACMO All-in-One Business Suite, an enterprise-grade automation platform for finance, procurement and operational workflows.

Our platform helps mid-market and enterprise organisations automate and streamline processes across Accounts Payable, Procure-to-Pay, Accounts Receivable, Supplier Management and related financial workflows. ACMO is delivered as a packaged SaaS product and is already used by live customers across Australia and New Zealand.

We are now expanding our commercial function and are looking for a commercially driven, confident and relationship-focused professional to help grow new business, deliver product demonstrations, develop strategic partnerships and build a scalable go-to-market engine.

About the Role

This is a hands-on commercial role suited to someone who enjoys opening doors, building relationships, presenting software solutions and helping customers understand how automation can improve their finance and operational processes.

You will be responsible for generating new opportunities, qualifying inbound and outbound leads, running discovery conversations, delivering product demonstrations, progressing proposals and helping close new subscription revenue.

You will also play a key role in growing ACMO’s partnership ecosystem, including existing relationships and new partnerships across technology vendors, ERP providers, AWS, referral partners, reseller channels and relevant industry networks.

This role reports directly to the CEO and will play an important role in shaping ACMO’s next stage of growth. The successful candidate will have the opportunity to help build ACMO’s direct sales, partnership and channel strategy across Australia and New Zealand, while also contributing to future expansion opportunities in markets such as the US and UK.

For the right person, this role offers a clear performance-based progression pathway into a broader commercial leadership role, such as Head of Growth & Partnerships, as ACMO scales its customer base, partner ecosystem and reseller channels.

Key Responsibilities

New Business Development and Sales Execution

• Identify, engage and qualify prospective customers across mid-market and enterprise organisations.
• Manage inbound enquiries from the website, events, referrals and partner channels.
• Run discovery conversations to understand business challenges, current processes, systems, urgency and commercial fit.
• Build and progress opportunities through the sales cycle, from first conversation through to proposal, negotiation and close.
• Maintain disciplined follow-up across longer B2B sales cycles and ensure CRM records, pipeline stages, next actions and forecasts are kept up to date.
• Work closely with the CEO, leadership and product teams to refine messaging, positioning, sales materials and customer engagement approaches.

Partnerships and Channel Growth

• Grow ACMO’s existing partner relationships, including Tungsten Automation and AWS Partner Network (APN).
• Identify and develop new relationships with ERP vendors, implementation partners, technology partners, reseller partners and referral partners.
• Support ACMO’s Hyperscaler Marketplace go-to-market activity.
• Work with partners to identify suitable customer opportunities, support co-sell discussions and develop partner-led pipeline.
• Help establish a repeatable partner engagement model that can scale across direct, referral, reseller and technology-led channels.

Product Demonstrations and Customer Engagement

• Develop a strong understanding of ACMO’s product suite and become confident delivering tailored product demonstrations independently.
• Run product walkthroughs for prospects, customers and partners across use cases such as Accounts Payable automation, invoice matching, Procure-to-Pay, Supplier Management, Accounts Receivable automation and related finance workflow scenarios.
• Explain ACMO’s capabilities clearly to both business and IT stakeholders, with support from product or technical teams where deeper technical input is required.
• Use demo environments, sample scenarios and supporting sales materials to deliver professional, relevant and engaging customer presentations.
• Represent ACMO in webinars, customer workshops, partner forums, technology sessions, industry events and stage presentations when required.

Market Development and Growth Initiatives

• Contribute to account targeting, industry segmentation, ideal customer profile refinement and campaign planning.
• Provide market feedback to the leadership and product teams based on customer, prospect and partner conversations.
• Monitor competitor activity and help refine ACMO’s market positioning.
• Support customer reference activities, case studies, webinars, partner-led demand generation and event follow-up.
• Travel when required for high-value customer meetings, partner engagements or industry events.

What Success Looks Like

First 3 Months

• Build a strong understanding of ACMO’s product, target customers and value proposition.
• Learn the product well enough to confidently support discovery and early-stage demonstrations.
• Establish a structured outreach, follow-up and pipeline management rhythm.
• Build an initial qualified pipeline of direct and partner-led opportunities.
• Begin engaging prospective partners and identifying co-sell opportunities.
• Become comfortable presenting ACMO’s core automation story to customers and partners.

First 6-12 Months

• Independently run product demonstrations and customer walkthroughs.
• Build a healthy pipeline of qualified opportunities.
• Convert opportunities into signed subscription revenue.
• Develop active partner-led opportunities.
• Support or lead webinars, customer sessions and partner events.
• Contribute to repeatable sales, demo and partnership processes.
• Play a direct role in ACMO’s new revenue growth.
• Help establish a scalable foundation for future expansion into additional markets and reseller channels.

About You

You are commercially minded, confident in front of customers and comfortable speaking with senior stakeholders. You enjoy building relationships, presenting solutions and helping customers understand how technology can solve real business problems.

You may have experience in B2B SaaS, enterprise software, workflow automation, finance technology, ERP, procurement technology, accounts payable automation, document automation or a related business software environment.

You do not need to be a technical consultant or solution architect, but you must be comfortable learning a software platform, demonstrating it confidently and explaining business value clearly to both business and IT stakeholders.

You should be comfortable operating in a growing SaaS business where you can make a direct impact, work closely with leadership and help shape the commercial function as ACMO scales.

Required Experience

• Experience in B2B sales, business development, partnerships, account management or enterprise software sales.
• Demonstrated ability to generate new opportunities through outbound activity, referrals or partner channels.
• Strong presentation and product demonstration capability.
• Confidence running product walkthroughs, customer meetings, webinars or group presentations.
• Ability to manage prospects through a longer consultative sales cycle.
• Strong communication and relationship-building skills.
• Confidence engaging senior stakeholders such as CFOs, Finance Managers, Procurement leaders, IT leaders and business owners.
• Strong follow-up discipline and CRM hygiene.
• Ability to work independently in a growing SaaS business.
• Willingness to travel occasionally for customer, partner or event-related engagements.

Highly Regarded Experience

• SaaS or enterprise software sales experience.
• Experience selling to finance, procurement, shared services or operations teams.
• Exposure to Accounts Payable, Procure-to-Pay, ERP, workflow automation, document automation, finance transformation or operational automation.
• Experience delivering software demonstrations or solution walkthroughs.
• Experience presenting at webinars, partner events, industry events or customer workshops.
• Experience working with AWS Marketplace, AWS Partner Network, ERP partners, system integrators or technology alliances.
• Experience building partnerships, reseller channels or referral networks.
• Experience selling to Australian and New Zealand mid-market or enterprise customers.

Compensation

The package for this role includes:

• Base salary of $115,000 - $125,000 + super
• Target OTE of $170,000 - $185,000
• Uncapped over-performance commission
• Pipeline incentive for approved Sales Qualified Opportunities
• ARR-based commission for closed-won subscription revenue

Why Join ACMO

• Join a growing Australian SaaS company with live customers and a demonstrable enterprise-grade product.
• Work directly with the CEO and leadership team.
• Own direct sales, product demonstrations and partnership growth.
• Represent ACMO in customer meetings, partner sessions, webinars and industry events.
• Help shape a scalable go-to-market function from an early but validated stage.
• Play a meaningful role in ACMO’s expansion across Australia, New Zealand and future international markets.
• Build partnerships across technology vendors, ERP ecosystems, AWS, resellers and referral channels.
• Represent a product solving real operational problems for finance, procurement and business teams.
• Access a clear performance-based pathway into broader commercial leadership as the business scales.

How to Apply

Please apply with your resume and a short note outlining your experience in B2B sales, SaaS, partnerships, enterprise software or product demonstrations.

We are particularly interested in candidates who can demonstrate a strong mix of prospecting ability, relationship management, commercial follow-up, consultative selling and confident software presentation skills.

Pay: $115,000.00 – $125,000.00 per year

Benefits:

• Employee mentoring program
• Professional development assistance
• Travel reimbursement
• Work from home

Application Question(s):

• Have you sold or represented B2B software, SaaS, ERP, workflow automation, finance technology or similar business software?
• Are you comfortable delivering software demonstrations or product walkthroughs to prospective customers after training?
• Have you managed sales opportunities from first conversation through to proposal, negotiation and close?
• Have you engaged with CFOs, Finance Managers, Procurement leaders, IT leaders or other senior business stakeholders?
• Do you have experience building partner, reseller, referral, technology or channel relationships?
• Are you comfortable presenting in webinars, customer meetings, partner events or industry events when required?

Experience:

• B2B sales, business development or account management: 4 years (Required)

Work Authorisation:

• Australia (Required)

Willingness to travel:

• 25% (Preferred)

Work Location: Hybrid remote in Pymble NSW 2073