About the Role?

The Business Development Manager is responsible for generating new revenue for Zai by identifying, engaging and converting prospective clients and strategic partners. This is a hunter role focused on building a strong pipeline across small to mid-market prospects, and on developing channel and platform partnerships that create new routes to market for Zai's payment orchestration solutions.

You will own the full sales cycle from prospecting through to deal close and handover, working closely with Risk & Compliance, Product and Customer Success to ensure every opportunity is well-qualified and every new client gets a strong start with Zai.

What you'll do?

New Business Development

• Build and manage a pipeline of qualified opportunities across target verticals, including marketplaces, PropTech, fintech and SaaS platforms.
• Proactively prospect and generate leads through outbound outreach, networking, industry events and referrals.
• Run discovery calls to understand a prospect's payment workflows, pain points and growth plans, and map these to Zai's product suite.
• Develop and deliver tailored proposals and commercial pitches, working with Product, Risk and Compliance on technical scoping where needed.
• Negotiate commercial terms and contracts in line with Zai's pricing and risk frameworks, and close new business against agreed targets.

Partnerships and Channel Growth

• Identify and develop strategic partnerships with platforms, marketplaces and referral partners that create new distribution channels for Zai.
• Support partner onboarding and enablement, ensuring partners are equipped to introduce Zai to their own customer base.
• Represent Zai at industry events, conferences and partner forums to build market presence and generate new relationships.

Pipeline, Reporting and Collaboration

• Maintain accurate and up-to-date pipeline records in the CRM, with clear forecasting against monthly and quarterly targets.
• Work closely with Marketing to feed market insight into campaign planning and to convert inbound leads.
• Partner with Product and Sales Engineering to relay market and customer feedback that informs the product roadmap.
• Hand over closed deals cleanly to Implementation and Customer Success, ensuring a smooth transition for new clients.
• Stay current on payments industry trends, competitor offerings and regulatory developments relevant to Zai's markets.

Key Stakeholders

• Risk & Compliance team
• Product team
• Customer Success team
• Marketing team
• Sales Engineering

Performance Metrics and Expectations

• Consistent achievement of new business revenue and pipeline targets within the first two quarters.
• A healthy, well-qualified pipeline with accurate forecasting and CRM hygiene.
• At least one new strategic partnership sourced and progressed within the first six months.
• Strong cross-functional relationships with Risk and Compliance, Product and Customer Success that lead to smooth client handovers.

Must Haves?

• 3-6+ years' experience in business development, sales, or partnerships in payments, fintech, SaaS or financial services.
• Demonstrated track record of meeting or exceeding new business sales targets, with experience managing a complex, multi-stakeholder sales cycle.
• Experience selling technical or API-based products to commercial and technical stakeholders is highly regarded.
• Experience building and managing channel or referral partnerships is an advantage.
• Comfortable working with CRM and sales tools (e.g. HubSpot) to manage pipeline and forecasting.

Perks?

• 💰 Competitive salary package and benefits
• 🏠 Flexible hybrid working options (3 days WFH)
• 🏝️ 5 weeks of annual leave as standard
• 👶🏼 12 weeks paid parental leave (4 weeks for secondary carers)
• 🏠 One-off working from home allowance
• 💰 Salary sacrificing options
• 🚗 Novated leasing options
• 🌱 Work remotely from anywhere in the world for 4 weeks every year
• 🧠 An innovative, inclusive, and collaborative team culture
• 💼 A beautiful CBD office with perks near Parliament Station
• 🤸‍♂️ A flexible, fun work environment where you’ll learn every day

Equal Opportunity at Zai

Zai is an equal opportunity employer committed to building an inclusive workplace. All qualified applicants will receive consideration without bias to education, race, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age. If you need specific assistance or adjustments during the application process, please let us know, we’re here to help.