About the job

We at Pine Labs are looking for those who share our core belief - “Every Day is Game day”. We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.

Role Purpose We at Pine Labs are looking for those who share our core belief – "Every Day is Game Day." We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.As a Manager – Sales, you will drive business development and revenue growth across the Australia and New Zealand markets by acquiring and expanding relationships with Enterprise, Corporate, Brand, Retail, and Strategic Partner customers. This is an individual contributor role requiring strong commercial acumen, consultative selling capabilities, and expertise in prepaid payment solutions. You will own the end-to-end sales cycle, build trusted executive relationships, and collaborate with cross-functional teams to deliver solutions that create long-term customer value.

Business ContextThe Australia and New Zealand markets continue to see growing demand for digital payment, rewards, loyalty, and prepaid solutions as organizations invest in customer engagement, employee recognition, and incentive programmes. Pine Labs is expanding its presence across the region by helping enterprises and brands deliver innovative prepaid solutions that address evolving business needs. This role will contribute to strengthening our market presence, building strategic customer relationships, and driving sustainable commercial growth across ANZ.

• Key Outcomes & ImpactAcquire new Enterprise, Corporate, Brand, Retail, and Strategic Partner customers across Australia and New Zealand.
• Achieve monthly, quarterly, and annual revenue and gross margin targets through effective pipeline generation and conversion.
• Increase adoption of prepaid solutions across customer use cases including gifting, rewards, loyalty, incentives, employee benefits, promotions, and payout programmes.
• Grow strategic customer relationships through account expansion, cross-selling, and repeat business opportunities.
• Deliver successful implementation of prepaid programmes by partnering effectively with cross-functional teams.
• Strengthen Pine Labs' presence within the Australia and New Zealand prepaid ecosystem through industry engagement and customer advocacy.

• Responsibilities we entrust you with:Business Development & SalesDrive new business acquisition across Enterprise, Corporate, Retail, Brand, and Strategic Partner customers throughout Australia and New Zealand.
• Identify, qualify, and convert opportunities for prepaid solutions across customer engagement, loyalty, rewards, employee benefits, gifting, promotions, incentives, and payout programmes.
• Own the complete sales cycle from prospecting and opportunity development through proposal creation, commercial negotiations, and contract closure.
• Build and maintain a healthy sales pipeline to consistently achieve revenue objectives.

• Solution ConsultingPosition Closed Loop prepaid solutions for retailers, brands, and merchant networks.
• Position Open Loop prepaid solutions, including Mastercard and Visa scheme-based prepaid programmes.
• Understand customer business objectives and recommend tailored prepaid programmes aligned to their commercial requirements.
• Partner with Product, Operations, Compliance, and Technology teams to ensure successful solution delivery.

• Customer & Account ManagementBuild trusted relationships with senior stakeholders including CXOs, Marketing, HR, Procurement, Finance, and Partnership teams.
• Grow strategic customer accounts through upselling, cross-selling, and long-term account development.
• Act as a trusted advisor by sharing relevant market insights and prepaid solution expertise.

• Market DevelopmentDevelop a strong understanding of the Australia and New Zealand prepaid, gifting, rewards, loyalty, and incentives ecosystem.
• Monitor customer needs, competitor activity, market trends, and relevant regulatory developments to identify new business opportunities.
• Represent Pine Labs at industry events, networking forums, customer meetings, and partner engagements across Australia and New Zealand.

• Capabilities & CompetenciesCore CapabilitiesEnterprise Business Development
• Consultative B2B Solution Selling
• Strategic Account Management
• Pipeline and Revenue Management
• Commercial Negotiation
• Relationship Management
• Stakeholder Management
• Proposal Development and Presentation
• Commercial Acumen
• Communication and Influencing Skills

• Additional Strengths (Preferred)Knowledge of Closed Loop and Open Loop prepaid solutions.
• Understanding of gift cards, rewards, loyalty, employee benefits, corporate gifting, consumer promotions, and digital payments.
• Ability to identify market opportunities and translate customer requirements into commercial solutions.
• Self-driven, adaptable, and comfortable operating in a high-growth environment.

• What matters in this role:5–10+ years of relevant financial services experience is preferred, with strong exposure to regulated financial services, fintech, payments, banking, or related sectors.
• Relevant university qualifications in Finance, Business, Economics, Law, or a related discipline are preferred.
• Prior AFSL Responsible Manager experience is preferred, with demonstrated accountability within an Australian Financial Services License environment.
• RG105 competency evidence is required/preferred, demonstrating the candidate meets the relevant competency requirements for the role.
• Experience selling B2B solutions to Enterprises, Corporates, Brands, Retailers, or Large Merchants is preferred.
• Experience with Closed Loop and/or Open Loop prepaid solutions, including gift cards, prepaid cards, rewards, loyalty, employee benefits, corporate gifting, promotions, fintech, or digital payments, is preferred.
• Demonstrated success in achieving revenue targets and managing complex B2B sales cycles is preferred.
• Strong consultative selling, negotiation, proposal development, and relationship management skills are preferred.
• Excellent communication and presentation skills, with the ability to engage senior business stakeholders.
• Candidates should be based in Australia.
• Australian Permanent Residency or Citizenship is required or preferred in accordance with applicable hiring policy.
• Willingness to travel across Australia and New Zealand.