Senior Business Development Manager

Thomson Reuters is looking for an experienced Senior Business Development Manager to drive growth across the Corporate and Government markets in Australia and New Zealand. This is a senior field sales role with responsibility for acquiring new enterprise customers, developing whitespace opportunities, and expanding selected strategic accounts.

Key Responsibilities

• Own and exceed an enterprise software sales target across an assigned ANZ territory and account portfolio.
• Proactively create and develop new business opportunities through a combination of self-generated prospecting, executive networking, targeted account development, partner activity, and qualified inbound opportunities.
• Win new enterprise customers while identifying and executing strategic expansion opportunities within selected existing accounts.
• Develop account and territory strategies that identify whitespace, competitive displacement opportunities, and areas of significant customer value.
• Build trusted relationships with CFOs, Tax leaders, Finance executives, Procurement, Technology, and other senior decision-makers.
• Lead complex, multi-stakeholder sales cycles from discovery and qualification through solution design, commercial negotiation, and contract execution.
• Coordinate Solution Consulting, Product, Professional Services, Legal, Customer Assurance, and Customer Success resources to develop compelling customer propositions.
• Develop strong business cases and articulate measurable customer outcomes and return on investment.
• Maintain rigorous opportunity qualification, close plans, pipeline coverage, and forecast accuracy.
• Maintain strong understanding of the competitive landscape and use market intelligence to identify new growth opportunities.
• Ensure effective transition of newly acquired or expanded customers into Account Management and Customer Success.

Deliverables (Measure of Success)

• Achievement and over-performance against annual sales quota.
• New customer acquisition and strategic account expansion.
• Creation of sufficient self-generated qualified pipeline to support future revenue targets.
• Growth in territory/account penetration and competitive displacement.
• Successful conversion of complex enterprise opportunities.
• Consistent pipeline coverage and forecast accuracy.
• Strong executive customer engagement and disciplined opportunity management.

Required Qualifications

• Bachelor’s degree in Business, Commerce, Finance, Economics, Technology, or a related discipline preferred or equivalent.
• 8+ years of successful enterprise B2B software/SaaS sales experience, ideally within complex enterprise environments.
• A consistent track record of achieving or exceeding significant individual sales quotas.
• Demonstrated success acquiring new enterprise customers and developing strategic account expansion opportunities.
• Experience managing complex, high-value sales cycles involving multiple executive and functional stakeholders.
• Strong executive presence with the ability to engage credibly with CFOs and other senior business leaders.
• Demonstrated ability to independently create pipeline rather than relying predominantly on inbound or SDR-generated opportunities.

Preferred Qualifications

• Experience selling enterprise Finance, Tax, Compliance, Legal, ERP-adjacent, or workflow software.
• Experience selling into large Australian and New Zealand corporates.
• Experience with competitive displacement and transformation-led enterprise sales.
• Advanced commercial negotiation, discovery, presentation, and consultative selling capability.
• Strong territory and account planning skills.
• Experience working effectively across Solution Consulting, Product, Professional Services, Legal, Customer Assurance, and Customer Success teams.
• Strong forecasting discipline and experience using Salesforce or comparable CRM platforms.

What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
• Social Impact: Make an impact in your community with our Social Impact Institute.