Senior Business Development Manager– New Product (AEC SaaS)
RIBDriven by transformative digital technologies and trends, we are RIB and we’ve made it our purpose to propel the industry forward and make engineering and construction more efficient and sustainable. Built on deep industry expertise and best practice, and with our people at the heart of everything we do, we deliver the world's leading end-to-end lifecycle solutions that empower our industry to build better.
With a steadfast commitment to innovation and a keen eye on the future, RIB comprises over 2,500 talented individuals who extend our software’s reach to over 100 countries worldwide. We are experienced experts and professionals from different cultures and backgrounds and we collaborate closely to provide transformative software products, innovative thinking and professional services to our global market. Our strong teams across the globe enable sustainable product investment and enhancements, to keep our clients at the cutting-edge of engineering, infrastructure and construction technology.
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Job Title: Senior Business Development Manager– New Product (AEC SaaS)
Location: Australia(preferably in Brisbane and Sydney on hybrid working model, or Melbourne)
Employment Type: full-time
The job
Individual Contributor | Enterprise Sales | Greenfield Market
RIB is launching a new AI‑driven, cloud-native SaaS product that will set new standards in digital construction technology. Backed by over 60 years of expertise, we’re seeking a Senior Business Development Manager with a strong startup mindset - someone who can shape processes, carve out market pathways, and position a brand‑new product in the ANZ region(may expend to APAC in the near future) even before case studies exist.
In this high-impact role, reporting directly to the Global Product Sales Director , you will play a pivotal part in bringing an innovative construction technology to market. Your contribution will help the industry adopt smarter, AI‑enabled workflows and advance the future of digital building.
Key responsibilities
- Own end-to-end enterprise sales execution for the new product across Australia.
- Develop and execute a greenfield territory strategy, targeting Tier 1–3 AEC organisations.
- Build relationships with senior stakeholders across construction, engineering, infrastructure, and property development firms.
- Lead complex, consultative sales cycles involving multiple decision-makers and influencers.
- Act as a market evangelist, clearly articulating product vision, value, and roadmap in the absence of extensive customer references.
- Work closely with Product, Marketing, and Leadership to:
- Refine market messaging and positioning
- Feed structured customer insight into product development
- Help shape emerging go-to-market and sales processes
- Proactively build pipeline through:
- Direct prospecting
- Industry relationships
- Events, roundtables, and thought leadership initiatives
- Maintain accurate forecasting and disciplined opportunity management within CRM and adherence to and compliance with the existing Sales Process.
- Establish early lighthouse customers and validated use cases.
Essential requirements
Enterprise Sales & Commercial Capability
- Exceptional written and verbal communication skills, with the ability to convey complex value propositions clearly and persuasively.
- Strong negotiation and commercial acumen, including experience navigating procurement, legal, pricing, and enterprise contracting.
- Executive presence, able to operate credibly from operational users through to C-suite and board-level stakeholders.
- Proven ability to generate multi-stakeholder buy-in and align competing interests within customer organisations.
- Skilled at orchestrating complex buying groups, including champions, economic buyers, influencers, and gatekeepers.
- Advanced presentation and storytelling skills, including executive briefings and strategic workshops.
Hunter & New-Business Skills
- Proven enterprise hunter, comfortable creating demand where none exists.
- Demonstrated success selling products without strong brand awareness or reference leverage.
- Strong “woo” skills — able to open doors, build trust, and maintain momentum over long sales cycles.
- Highly self-sufficient, disciplined, and proactive in pipeline creation and progression.
- Comfortable selling vision-led, roadmap-driven solutions.
Behavioural & Strategic Traits
- High levels of grit, patience, and resilience.
- Performance and results-oriented.
- Strong business curiosity and customer empathy.
- Comfortable operating in ambiguous, evolving environments.
- High personal accountability and ownership mindset.
- Collaborative, able to influence cross-functional stakeholders internally.
Desired skills
- 8+ years of B2B SaaS sales experience, ideally enterprise or mid-market.
- Prior experience selling into the AEC industry strongly preferred.
- Experience with new product launches, greenfield territories, or start-up SaaS environments highly desirable.
- Demonstrated success as an individual contributor in complex sales environments.
RIB may require all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
RIB is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.
Come and join RIB to create the transformative technology that enables our customers to build a better world.