Business Development Manager

About Ilaria

Ilaria is a specialised consultancy focused on digital transformation, CRM systems, automation, and artificial intelligence. The firm partners with mid-to-large scale organisations to streamline work processes by merging CRM, customer experience, automation, data, and practical consulting to achieve tangible productivity improvements. Founded by experienced business operators, they emphasize hands-on involvement over theoretical solutions or workforce outsourcing.

Role Overview

The company is expanding its HubSpot practice and seeks a Business Development Manager dedicated to meaningful growth rather than mere commission chasing. This role, following the 2026 acquisition of top HubSpot partner Concentrate, targets driving sales for a high-performing delivery team.

This position is a proactive 'hunter' role concentrating on advancing digital transformation and the adoption of HubSpot. The primary responsibility is to generate and qualify new business opportunities, engage senior stakeholders, and establish Ilaria as a trusted HubSpot transformation partner.

Offering sales of HubSpot-led consulting and implementation services including Agentic AI solutions, CRM, Sales & Service Hub deployment, RevOps, CPQ, marketing automation, customer experience transformation, as well as data and system integration projects.

Key Responsibilities

• Identify and initiate new business opportunities around HubSpot CRM, Marketing, Sales, and Service Hubs.
• Conduct sector-specific discovery dialogues on areas like RevOps, customer experience, automation, and growth with a current focus on Healthcare, Education, Technology, and Heavy Industry, with prospects to broaden.
• Engage high-level executives such as CROs, CMOs, COOs, and Heads of Sales, CX, Operations, and IT.
• Expand pipeline development through direct outreach, support for marketing thought leadership, and event collaborations.
• Thoroughly qualify prospects regarding challenges, value, urgency, budget, and decision-making processes.
• Position Ilaria as a long-term, reliable HubSpot transformation partner.
• Utilize HubSpot internally as the primary sales platform.
• Collaborate with consultants to design solutions and proposals.
• Market HubSpot solutions integrated with Microsoft automation, AI, and data platforms.
• Build partner-generated pipeline alongside HubSpot account executives and the HubSpot ecosystem.

Candidate Requirements

• Proven track record as a B2B business development professional with consistent achievement of targets.
• Passion for enterprise technology.
• Strong hunter mentality focused on pipeline creation from the ground up.
• Experience in selling services, SaaS, and solution-based offerings.
• Confident interacting with commercial stakeholders.
• Curious nature with skills in discovery and consultative selling.
• Adept at selling transformational and outcome-focused solutions amidst ambiguity.
• Undergraduate degree required; a Master's degree is preferred.

Desirable Experience

• Exposure to HubSpot from partner, agency, system integrator, or vendor perspectives.
• Familiarity with industry-specific go-to-market or sales strategies.
• Experience with Salesforce or other CRM platforms.
• Knowledge of RevOps, customer experience, or growth strategies.
• Background in sales or service management operations.
• Involvement with automation, AI, or data projects.

Cultural Attributes

• Genuine curiosity about business challenges and customer needs.
• A desire to become a trusted advisor.
• Commitment to quality work beyond just deal closures.
• Commercial acumen with humility and low ego.
• Preference for meaningful substance over hype.
• Comfortable with autonomy and accountability.
• Aspirations to contribute to and grow with the company.

Location

• Role is Sydney-based with regular interactions with leadership and consulting teams.

Why Choose Ilaria?

• Opportunity to work closely on AI and HubSpot transformation at scale.
• Engagement at the crossroads of CRM, automation, and AI technologies.
• Direct collaboration with experienced senior leaders and founders.
• Clear progression path to senior business development and commercial leadership roles.
• Culture emphasizing trust, autonomy, and high standards.