Enterprise Business Development Manager

Enterprise Business Development Manager
Phriendly Phishing
Help grow ANZ's premier Human Risk Management brand – and get paid like a top performer for doing it. Position available in Melbourne or Sydney.

Why this role

• Ownership of a live, growing ANZ enterprise territory with real whitespace across government, financial services, and large commercial accounts.

• Sell a category-leading Human Risk Management platform with strong product-market fit at enterprise scale.

• Hunt net-new enterprise logos with dedicated channel partner, marketing, and pre-sales support.

• Join a high-performing, accountable and supportive sales team with clear pathways to career growth and future leadership opportunities.

• Enjoy a highly competitive OTE and commission structure built for top enterprise performers.

The opportunity
Reporting to the Sales Director – Phriendly Phishing, the Enterprise Business Development Manager is responsible for winning new enterprise clients across Australia and New Zealand. You will drive revenue through strategic territory planning, executive-level prospecting, marketing-generated demand, and a strong channel partner ecosystem — navigating complex, multi-stakeholder buying processes to bring significant deals across the line.

You will play a key role in establishing and growing our enterprise presence across ANZ, positioning Phriendly Phishing as the region's premier Human Risk Management vendor for large and complex organisations. This is a true enterprise hunter role. Success requires strategic thinking, executive presence, and the ability to manage long, sophisticated sales cycles across multiple stakeholders and business units. You will build and advance pipeline from the ground up, engage at C-suite and board level, and bring together internal and partner resources to win. If you thrive in complex enterprise environments and know how to navigate large organisations to a closed deal, you'll excel here.

What you'll do

• Build and own a strategic territory plan targeting enterprise accounts across ANZ, with a focus on government, financial services, healthcare, and large commercial organisations.

• Develop and cultivate executive-level relationships across CISO, CRO, CPO, and Board audiences, deeply understanding organisational risk posture and mapping our solutions to enterprise-scale needs.

• Lead complex, multi-threaded sales cycles from initial prospecting and discovery through to commercial negotiation, legal review, and contract execution.

• Proactively prospect into large enterprise accounts through outbound, executive networking, industry events, and channel partner engagement.

• Work closely with channel and technology partners to co-develop pipeline and drive joint enterprise opportunities.

• Respond to enterprise procurement requirements including RFIs, RFQs, tenders, and security questionnaires, with compelling and commercially rigorous responses.

• Leverage Salesforce to manage your pipeline with discipline, maintain accurate forecasting, and run structured, stage-gated sales cycles.

• Contribute actively to regular sales meetings, sharing enterprise market insights, competitive intelligence and pipeline updates to help lift the whole team.

• Represent Phriendly Phishing at enterprise industry events, conferences, and executive forums to build brand presence and generate strategic relationships.

What you bring

• 4+ years of quota-carrying SaaS, technology, or cybersecurity sales experience with a demonstrated track record of closing enterprise deals (typically $100k+ ACV).

• Proven success winning net-new enterprise logos through self-generated and partner-sourced pipeline in competitive markets.

• Experience navigating complex enterprise buying groups involving procurement, legal, IT, security, and executive stakeholders.

• A track record of consistently meeting or exceeding enterprise sales targets through disciplined territory management and strategic account planning.

• Proficiency in enterprise sales methodologies such as MEDDIC, MEDDPICC, Challenger, or equivalent frameworks.

• Strong commercial acumen and negotiation skills, with the ability to structure and close complex, multi-year agreements.

• Experience with government and regulated industry procurement processes highly regarded.

• Rigorous pipeline management and CRM hygiene, with the ability to maintain accurate enterprise forecasting.

• Executive-level communication skills and a polished, credible presence in front of C-suite and Board stakeholders.

Who you are

• Strategic and commercially sharp, you think in terms of accounts, not just opportunities — building long-term enterprise relationships while consistently delivering near-term results.

• Executive and credible, you command the room with CISO, CRO, and Board-level stakeholders and build trust quickly at the top of an organisation.

• Relentless and resilient, you understand that enterprise cycles are long and complex — you maintain momentum, stay disciplined, and find ways to advance deals where others stall.

• Competitive and accountable, you take full ownership of your territory, your pipeline, and your results.

• Collaborative, with a team mindset — you leverage internal specialists, channel partners, and executive sponsors to bring the best of Phriendly Phishing to every enterprise engagement.

• Emotionally intelligent, you demonstrate empathy, strategic listening, and assertiveness in equal measure across complex internal and customer stakeholder landscapes.

About Phriendly Phishing
Phriendly Phishing's mission is to transform how organisations manage human cyber risk and build resilient cyber cultures grounded in empathy, education, and measurable impact. We train, nurture and help organisations create long-lasting employee behavioural change. We're an Australian-based company providing human risk management solutions, educating employees how to identify and respond to common, costly and difficult-to-detect security threats.

We are proud of our commitment to diversity — including our ~50/50 gender split across the team and four women in our Executive Leadership team.

Ready to apply?
If you are an enterprise sales professional with a track record of winning complex, high-value deals and want to grow your career with a fast-scaling cybersecurity brand, we'd love to hear from you. Apply now and help us shape the future of Human Risk Management in ANZ.