Lead and develop a high-performing APAC BDR team to drive top-of-funnel pipeline. Build and refine outbound prospecting playbooks, manage pipeline contribution, coach reps on qualification and discovery, recruit and ramp new hires, use CRM and data to track performance, and partner with Account Executives, Marketing, and Revenue Operations to align GTM strategy and ensure smooth handoffs of qualified opportunities.
Why join us?
We’re a global tech company, just not the kind you’re picturing.
Sure, we’ve got catered lunches, team events, cool merch, and yes... dogs in the office. But that’s not why people join.
Our team of nearly a thousand people wakes up every day to make our product and our customers’ lives better. At SafetyCulture, you’ll hear “yes, let’s give it a shot” more often than “that’s not how we do things here.”
People join because we’re building tools that make work better for the 3 billion people who keep the world moving - factory floor operators, baggage handlers, truck drivers, servers, store assistants. The ones who make things happen. We’ve got the scale and innovation you’d expect from big tech. The difference? No endless layers of sign-off. No corporate theatre. Just smart, experienced people solving real problems fast .
The scale is big. But the ownership’s personal. Every full-time team member gets equity - real skin in the game. When we grow, you do too. We’re not perfect, no company is. But this next chapter of our growth is about scaling with intelligence, not just size - fueled by operational maturity, a clear vision, and a strong focus on AI.
This is big tech impact, without the big tech ick. If that excites you more than it scares you, you’ll fit right in.
This role exists to drive top-of-funnel pipeline growth across the APAC region by leading a high-performing team of Business Development Representatives (BDRs). The Sales Manager, Business Development is responsible for coaching and developing early-career sales talent, building scalable outbound prospecting motions, and ensuring the team consistently generates qualified pipeline that fuels SafetyCulture’s revenue growth in Australia and the broader APAC market.
Key Responsibilities
- Lead, coach, and develop a team of BDRs, building individual capability and driving collective performance against pipeline generation targets.
- Own the team’s pipeline contribution to the APAC Go-to-Market (GTM) target — holding the team accountable for outbound activity, meeting volume, and opportunity quality.
- Design and continuously improve outbound prospecting playbooks, sequences, and messaging frameworks that reflect SafetyCulture’s value proposition and resonate with target verticals.
- Partner with Account Executives and Field Sales leadership to align outbound strategy with territory priorities and ensure seamless handoff of qualified opportunities.
- Use data to track individual and team performance, identify coaching moments, and make evidence-based decisions about where to invest time and resource.
- Recruit, onboard, and ramp new BDRs to full productivity, setting them up for long-term success at SafetyCulture.
- Collaborate with Marketing, Revenue Operations, and GTM leadership to align campaigns, territory strategy, and tooling to maximise outbound effectiveness.
Required Skills & Experience
- Proven ability to lead and develop an inbound/outbound business development function, including designing prospecting motions and managing to pipeline generation metrics.
- Strong commercial understanding of B2B Software-as-a-Service (SaaS) sales cycles — capable of coaching reps on qualification, discovery, and objection handling at the top of funnel.
- Confident using CRM platforms (particularly Salesforce) and sales engagement tools to manage team activity, track pipeline hygiene, and produce accurate forecasts.
- Demonstrated experience building and iterating on outbound sequences, call scripts, and messaging frameworks tailored to specific industries or buyer personas.
- Ability to run structured 1:1s, call coaching sessions, and team performance reviews that translate into measurable individual improvement.
- Invests genuinely in the success of the people they lead — creates a team environment where coaching is a two-way conversation and growth is celebrated as much as performance.
- Commercially minded beyond their own team’s numbers — connects BDR pipeline contribution to broader GTM and company goals, and helps the team understand why their work matters.
- Adapts approach when priorities shift or market conditions change, rather than defaulting to a familiar playbook — comfortable leading through ambiguity without waiting for perfect conditions.
- Bias for action — identifies gaps in process or performance and drives improvement without waiting to be asked; takes ownership of outcomes, not just activities.
- Open to feedback and genuinely coachable — models the same growth mindset they expect from the team; responds to performance challenges with curiosity rather than defensiveness.
- Brings teams together across functions — works collaboratively with Account Executives, Marketing, and Revenue Operations as a genuine partner, not a siloed unit.
- Actively uses AI tools to improve team productivity — for example, using AI to draft and refine outbound messaging sequences, analyse prospecting data, or generate call coaching insights.
- Comfortable evaluating AI-generated content for quality and relevance, and can coach the team to use AI effectively as a daily tool rather than an occasional shortcut.
- Stays current with how AI is changing outbound sales motions and brings new approaches to the team as the landscape evolves.
Technical Skills
Behavioural Skills
AI Skills
We’re committed to building inclusive teams and cultivating a sense of belonging so our people can bring their whole authentic selves to work each day. We seek to make reasonable adjustments throughout our recruitment process to create an even playing field for all candidates. Thanks to the tireless efforts of the entire SafetyCulture team we’ve built an incredible culture which has seen us recognised as a Best Place to Work in Australia, the US and the UK .
Even if you don't meet every requirement listed in the ad, please consider applying for this role. We prioritise inclusion and value individuals with potential over a checklist of qualifications. Don't rule yourself out, hit that apply button if this job resonates with you.
You can find out more about life at SafetyCulture via Youtube, Twitter, Instagram and LinkedIn.
To all recruitment agencies, we do not accept resumes or partnership opportunities. Please do not forward resumes to SafetyCulture or any of our employees. We are not responsible for any fees associated with unsolicited resumes.
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