Business Development Representative - Sydney

Overview

Prospect, close, and grow enterprise accounts to generate new revenue.

Key Responsibilities

• pipeline management
• forecasting
• prospect outreach
• account planning
• client relationships
• revenue growth

Tasks

The Enterprise Sales Manager is responsible for driving new revenue growth through proactive outreach, prospecting, and pipeline development, while also expanding existing enterprise customer relationships. Leads will be generated through multiple channels, including marketing campaigns, third-party lead generation, and self-sourced outreach. This role plays a critical part in positioning IWG’s full suite of solutions to large organisations across multiple markets. -Partner cross-functionally with regional Sales, Operations, and Product teams to ensure seamless solution delivery. -Own the full sales cycle — from first contact to close — with an emphasis on front-end activity and deal progression. -Conduct strategic outreach through direct engagement, events, and third-party referrals to identify high-potential prospects. -Continuously gather and share feedback from prospects and clients to improve product-market fit and go-to-market effectiveness. -Deliver accurate pipeline forecasts, activity reports, and performance updates. -Collaborate with brokers, real estate advisors, and consultants to generate opportunities and increase IWG’s market visibility. -Generate profitable new revenue by identifying, prospecting, and converting new Enterprise clients. -Develop and maintain a robust pipeline of qualified sales opportunities across multiple sectors and geographies. -Build and maintain executive-level relationships to gain insight into client needs and translate into tailored workspace solutions. -Create and execute Account Plans to grow wallet share within assigned strategic accounts.

Requirements

• c-level
• negotiation
• commercial acumen
• b2b prospecting
• international travel
• matrixed org

What You Bring

-Background in commercial real estate, enterprise services, or flexible workspace is highly desirable. -Experience working with and influencing C-level stakeholders. -Strong negotiation and contract structuring skills. -High level of commercial acumen and results orientation. -Ability to independently source and qualify leads in complex, consultative sales environments. -Proven track record in B2B prospecting, business development, and solution selling. -Willingness to travel internationally as needed. -Comfortable working in global, matrixed organisations with distributed teams. -Demonstrated ability to meet and exceed sales targets through self-generated pipeline. -Strong understanding of the enterprise customer buying journey and long-cycle deal management. -Adaptable, proactive, and confident navigating ambiguity.

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Benefits

Carbon Neutral Workplaces Companies of all sizes are shifting to flexible working to lower costs, improve employee retention and lower their carbon emissions. The flexible workspace is expected to grow by 600% by 2023, when 30% of all office space will be hybrid. We are growing our network faster than ever to keep up with demand from customers as we work towards our goal of reaching 30,000 centres. IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient. We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative workspaces, communities and services.

About International Workplace Group Plc

-Founded in Brussels in 1989 by entrepreneur Mark Dixon after struggling to find small-quality office space. -Listed on the London Stock Exchange in 2000 and rebranded as IWG in 2024 with dual headquarters in Switzerland and Jersey. -Generates nearly US$3.7 billion in annual revenue, with US$510 million operating income and US$19 million net profit in 2024. -Operates over 4,000 locations across 120 countries under brands like Regus, Spaces, HQ, Basepoint and Signature. -Delivers flexible work solutions—from hourly coworking to long-term leases—to startups, SMEs and global enterprises. -Expanded aggressively into suburban and transport-hub locations, pioneering work-on-the-go from airports and rail stations. -Survived Chapter 11 restructurings during past downturns and emerged stronger, leading the post-COVID hybrid workspace boom.

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