Sales,
& Business Development
Commercial talent for B2B technical and enterprise markets.
Senior commercial, business-development and sales-leadership talent for firms selling technical products to technical buyers — enterprise SaaS, defence and government, fintech, semiconductors, cyber, and specialist hardware. The kind of commercial people who can hold a technical conversation and a board conversation in the same hour.
What we do here
Commercial hiring at the senior end of B2B technical markets — the people who carry quotas measured in millions and sell products that take weeks of pre-sales conversation to close. This is not high-volume SDR / BDR recruitment; we work on the strategic commercial appointments where one wrong hire costs the firm a year of revenue.
What “great” looks like at intake
Three things we will pressure-test on the first call:
- The technical complexity of the sale. Selling a wireless silicon IP licence is a different role from selling SaaS. We need to understand what the candidate needs to be able to hold a conversation about.
- The compensation structure. Base, OTE, accelerator, equity, retention — the structure determines who is even available, not just what they cost. Strong commercial candidates will not engage on an ambiguous offer.
- The territory or account map. Is this a greenfield BDM role, an enterprise account-management role, or a sales-leadership build? Each is a different candidate pool.
Recent engagements in this sector
A senior BDM mandate for a Sydney-based technology firm scaling APAC. Earlier in the founder’s career: multiple Heads-of-Sales placements into B2B SaaS and defence-adjacent product firms.
Capabilities we cover
- ▸ Enterprise and strategic-account sales
- ▸ APAC and international business development
- ▸ Sales leadership — Heads of Sales, VP Sales, CRO
- ▸ Channel partnerships, distributors and resellers
- ▸ Government and defence sales (cleared and uncleared)
- ▸ Pre-sales and solution architecture
Typical roles & bands
- Senior Account Executive / BDM$140k–$200k base + OTE
- Sales Director / Head of Sales$200k–$280k base + OTE
- VP Sales / CRO$280k–$400k total
- Channel / Partnerships Manager$130k–$180k base + variable
- Senior Pre-Sales / Solutions Engineer$160k–$220k base
- Source. The founder's placement records across 15 years of recruitment practice, continuing into AEY, plus ongoing market benchmarking.
- Composition. Base salary unless otherwise specified. Total-comp roles include equity / bonus / day-rate where stated.
- Variance. Actual offers move with stage, location, technical specialism, clearance status and the candidate's alternative options. The bands above are 25th–75th percentile, not floor and ceiling.
- Currency. All amounts in AUD.
Market notes
The Australian B2B sales market is genuinely tight at the senior end — the engineers, founders and operators who eventually move into commercial leadership are often the most sought-after candidates we run searches for. Compensation has moved materially in the last two years, particularly at firms selling to enterprise government and large-scale defence customers. Variable / OTE structures vary enormously; we benchmark each engagement against current AEY placement data rather than relying on industry averages.
Concentrated in Sydney and Melbourne; smaller pools in Canberra (defence/government) and Brisbane. We track sales leaders by quota carried, territory complexity and the technical depth of the products they have sold.
Anonymised, never shared. Maintained as a live working map, not a database.
Let's talk about sales & business development.
A 30-minute call is enough for us to know whether we can add value - and whether you should be talking to us, or to someone else.