Business Development Representative, APJ

Job Description
HiBob is a modern HR platform, but make no mistake - we're a tech sales business with a high-performing global GTM team behind us. Since 2015, we've achieved consecutive triple-digit year-over-year growth, making us the choice HRIS of over 3000 midsize and multinational companies worldwide. APJ is a key part of that growth story, and we're building the team to match.
Our platform goes beyond core HRIS. Bob is a modular, data-driven solution that supports the full employee lifecycle - from hiring and onboarding through to performance, compensation, and workforce planning. Increasingly, our modules connect beyond HR, integrating with finance and other business functions to give companies a single source of truth for their people data.
Fast-growing companies across the globe such as Oscar Wylee, SafetyCulture, and Mighty Ape rely upon Bob to help them create the best work experiences for their people.
The Role
As a BDR here at HiBob, you will drive pipeline growth across our APJ region. You will focus on our target market: mid-sized organisations with 200-1000 employees, building targeted outreach strategies that align with complex buying environments.
Working closely with Account Executives, you will develop territory plans, map key stakeholders across different departments, and create tailored engagement approaches.
This role is a key driver of business growth in APJ and requires commercial awareness, regional understanding, and the ability to engage confidently with senior decision-makers.

• Precision prospecting: Design and execute creative campaigns that reach the right people.
• Authentic connecting: Build real relationships with prospects and showcase how HiBob can transform their business.
• Journey building: Guide potential customers through their first steps with us, making their path to success seamless.
• Win with us: Join a global team that celebrates every deal, every breakthrough, and every moment you grow.

Job Requirements
What We're Looking For
Requirements are often considered a measure of how equipped you are to do the job, but sometimes, they aren't the only factor. Even if you don't meet every single requirement we'd still like to hear from you. This could be the perfect fit for you and us.

• Have experience in lead generation or outbound sales
• Strong interest, or experience working for a SaaS organization
• Passionate about people and building relationships
• Have exceptional interpersonal skills including strong verbal and written communication skills
• An enthusiastic, reliable, and independent self-starter with strong organizational skills
• Consider yourself a problem solving who thinks creatively
• Can multi-task and shift priorities as needed
• Driven as an individual contributor, but love to collaborate as part of a team

It's also a bonus if you have:

• Experience working with Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator
• Experience or knowledge in HR or with HR tech related platforms

Job Responsibilities
Driving Pipeline in Australia

• Find new business opportunities for Bob's ever growing HRIS solution
• Generate qualified outbound pipeline within defined, target market accounts (200-500 employees).
• Execute structured, account-based outreach aligned to territory priorities.
• Identify and engage key stakeholders across HR, Finance, IT and Operations.
• Secure high-quality meetings for Enterprise Account Executives.

Strategising for Success

• Research and map out accounts to ensure high-quality opportunities.
• Work with Account Executives to plan creative outreach and win new business.
• Conduct detailed account research to understand organisational structure, growth plans and transformation initiatives.
• Map buying groups and identify key decision-makers and influencers.
• Develop tailored outreach strategies in partnership with AEs

Multi-Channel Outreach

• Engage prospects through a strategic mix of phone, email, LinkedIn and targeted campaigns.
• Craft personalised messaging aligned to industry context and organisational priorities.
• Maintain consistent follow-up cadence across longer enterprise sales cycles.
• Adapt outreach approach based on account maturity and stakeholder feedback.

Using Tools for Efficiency

• Make use of our state of the art sales tech to identify in-market accounts.
• Use our tech tools to streamline outreach while ensuring messaging remains personalised and meaningful.

Collaborating to Improve

• Partner closely with AEs to align on account priorities and outreach strategy.
• Share feedback with the team to improve strategies and content.
• Be part of a culture that values learning and growth.

What You'll Do

• Identify and close upsell and cross-sell opportunities within assigned accounts, delivering new ARR
• Build and manage a pipeline of approximately 30 active opportunities per quarter
• Use structured sales frameworks (e.g. MEDDPICC, PANTS, BANT) to navigate and close complex sales cycles
• Build consultative relationships with key stakeholders to understand business goals and align HiBob solutions accordingly
• Collaborate with Customer Success, Renewal Managers, and Sales Engineers to identify growth opportunities
• Forecast accurately and consistently meet or exceed revenue targets

Benefits
HiBob is a village filled with amazing people and we're especially proud of that. It's a place where Bobbers can be themselves. We're about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity options alongside all of this:

• Company share options plan - every employee can eventually become a shareHolder
• Hybrid working from day 1
• Work from home allowance - to get your home office set up!
• Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment)
• Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter
• 2 Social Impact days per year for volunteering
• Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme
• Pension scheme auto-enrolment from day 1
• Fun company and team social events (locally and virtually with our global teams)
• We love birthdays - take the day off and receive a special gift
• Catered Thursday lunches and coffee!
• Dog-friendly office

If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!
**Note: We will only consider candidates located in the Sydney Metro Area who are willing to work in our Sydney office at least two days a week. We love collaborating and connecting with our team members in-person, and we hope you will too!**
As an HR company, HiBob seeks to create a best-in-class employee experience for all Bobbers. We take immense pride in the diversity of our team and in creating an environment that is fair and equitable for all. Ensuring pay equity across race, gender, and all other forms of diversity is pivotal to this mission.
Base salaries for this range range from $55, 000 - $80, 500 per annum. This role has a 30% additional variable compensation component based on achievement of target.