Job
Simpro is seeking a highly strategic leader to own and scale the dual-engine pipeline strategy for Australia and New Zealand. In this role, you will lead a bifurcated team of Inbound BDRs and Outbound BDRs, ensuring each motion is optimized for its specific objectives.You will be responsible for the end-to-end health of the top-of-funnel: driving high-velocity conversion for Marketing-generated leads and executing sophisticated, proactive prospecting against strategic accounts. This role is the critical link between Marketing demand generation and Sales revenue targets, ensuring every lead is maximized and every key account is targeted.
What You’ll Do
Bifurcated Management: Lead and develop two distinct workstreams (Inbound and Outbound), tailoring coaching, playbooks, and KPIs to the unique requirements of each role.
Coaching & Enablement: Establish a rigorous rhythm of business, including structured 1:1s, call coaching via Gong, and skills-based enablement (discovery for IB; personalization/multi-threading for OB).
Career Architecture: Build a robust talent pipeline, fostering growth for BDRs into ISR, AE, and leadership roles.
Inbound Motion: Funnel Velocity & Conversion
MQL Optimization: Own the MQL to SQL and MQL to Closed-Won (CW) conversion rates.
SLA Management: Ensure 100% adherence to "speed-to-lead" protocols and rigorous qualification standards to ensure high-quality handoffs to AEs.
Marketing Feedback Loop: Provide data-driven insights to the Marketing team to improve lead quality and downstream revenue efficiency.
Outbound Motion: Strategic Account Penetration
SQL Production: Drive high-quality pipeline through proactive prospecting against Strategic Accounts and Named Account lists.
Campaign-Specific Outbound: Partner with Marketing to execute targeted outbound "bursts" against specific campaigns, industry events, or product launches.
Operational Excellence & Strategy
Playbook Localization: Adapt global Outbound Center of Excellence (OBCOE) playbooks to include ANZ-specific nuances and inbound response frameworks.
Tech Stack Mastery: Ensure flawless execution within the tech stack, including Salesforce, 6sense, SalesLoft, Cognism, and Gong.
Reporting & Forecasting: Deliver accurate, forward-looking forecasts for both inbound and outbound pipeline contribution across the ANZ region.
Key Performance Indicators (KPIs)
Inbound Team: MQL to SQL % | MQL to Closed-Won % | Speed-to-Lead SLA
Outbound Team: SQL Production | Strategic Account Penetration | Campaign Conversion %
Leadership: Total Regional Pipeline Value | Forecast Accuracy | Team Attainment
Strategic Orchestration: AEs to coordinate "one-team" approaches for penetrating high-value targets.
What You’ll Bring
5+ years of leadership experience in BDR/SDR environments, managing both inbound and outbound motions.
Conversion Expertise: Proven track record of optimizing funnel conversion rates (MQL to SQL/CW) and implementing account-based prospecting.
Strategic Mindset: Experience in multi-threaded outreach and targeting complex, high-value accounts.
Tech Fluency: High proficiency in Salesforce, 6sense (or similar intent tools), SalesLoft, and LinkedIn Navigator.
Communication: Exceptional ability to partner cross-functionally with Sales, Marketing, and RevOps leadership.
What We Can Offer You
Novated leasing via salary packaging
Employee Assistance Program (24/7 confidential support on relationships, bereavement, finances)
Generous Parental Leave Program
Paid Volunteer Leave Days
Public Holiday Exchange Scheme
Enjoy up to 4 weeks a year of flexible 'Work from Anywhere'!
Talent Referral Program – get rewarded for referring a friend to join our team!
Casual dress and relaxed office environment
Fun team camaraderie and events
Opportunities for career progression and development
Diverse training & internal networking opportunities across all of our product lines
Service recognition awards
Click here to find out more about working at Simpro Group!
Our Core Values
While experience in the above areas will be highly considered, it’s important to note it will be secondary to the person with the right determination, attitude and compatibility. Our culture and core values are very important to us:
We Are One Team
We Are Customer Centric
We Are Growth Minded
We Are Accountable
We Celebrate Success
Simpro, AroFlo, BigChange & ClockShark are equal opportunity employers with a best-of-class onboarding program and supportive team environments. We embrace and support culture diversity and Equal Employment Opportunity. Aboriginals, Torres Strait Islanders and minority groups are encouraged to apply. .
Visit simprogroup.com/au/company/careers to learn more about us and our values.
We would like to take this opportunity to thank all candidates for their application.
*Please note, no agencies will be accepted in the recruitment of this role.
