Job Description
Hi. We’re OFX, a global provider of online international payment and money management services. Our journey is one of exciting growth and transformation, revolutionizing how businesses and individuals move and manage money globally. We’re evolving into a global payment solutions provider, enabling businesses to streamline their global financial operations, improve control, reduce costs and achieve more. Our new Business Platform offers clients real-time visibility and controls over their payments, expenses, approval workflows and reconciliations to help make business easier.
At OFX, you’ll have the opportunity to bring your expertise to life, collaborate across disciplines, and be part of a team shaping the future of global money management.

QUALIFICATIONS

• Bachelor’s degree or relevant tertiary qualifications.
• 7 years + sales and business development experience.
• Ideal candidate would have experience working in SaaS and/or FX.
• Ideal candidate would be CA or CPA qualified or have a strong background in Finance.
• Salesforce experience (desirable).

Knowledge, skills, experience

• 3+ years’ relevant experience in Payments and experience selling SaaS solutions into the Accounting professional services channel.
• 3+ years’ experience in leading Sales/Account Manager teams and coaching and developing staff.
• Ability to develop channel strategies for target markets.
• Strong understanding of solution sales and an ability to align available products to client pain points.
• Experience preparing and delivering proposals and demonstrations with key stakeholders, utilising proven B2B solution methodologies such as the Challenger method or MEDDIC, to lead full, complex sales cycle opportunities with key stakeholders and C-suite executives.
• Demonstrated experience in representing organisations/brands externally and showcasing industry thought leadership.
• Strong commercial acumen and be able to present commercially viable deals for both the client and OFX.
• Experience leading significant business transformation with a strategic outlook.
• Excellent communication skills.

Additional Information

The BDM component consists of qualifying prospects, driving awareness and consideration of OFX’s value proposition and pitching our SaaS solution to Accountants, Bookkeepers and Trusted Advisors. It includes:

• Present and explain OFX’s valuable proposition, products, and services to targeted partners with the aim of onboarding end customers.
• Grow new revenue for the Australian business by establishing new clients. You will be assigned an annual target with quarterly or monthly milestones.
• Actively engage and lead prospects through the pipeline by understanding their challenges & aspirations and helping them understand how OFX can make them more profitable & scalable.
• Attend industry functions, such as association events and conferences; provide feedback and information on market and creative trends.
• Develop and execute sales strategies to help us reach our product and commercial objectives

PURPOSE OF YOUR ROLE

Reporting to the Head of Australia & NZ, you will be responsible for growing the client base in Australia via the Accounting Partnerships acquisition channel. There are two primary purposes of this ‘player-coach’ role:

• The first is to act as a BDM - to individually source, acquire and on-board new Accountants & subsequently to expand the volume of SMBs engaging with our SaaS Platform
• The second is as a Team Leader - to lead the broader team to accelerate revenue growth from acquiring new and managing existing Partners and their end clients.

This role will play an important part in helping build out the strategy, customer value proposition (CVP), products and go-to-market (GTM) approach for a relatively new growth channel in OFX – the Accountant channel. We believe an exciting growth opportunity can be unlocked around our new SaaS platform and associated products and features for Accountants and Bookkeepers, who will be both users and referrers of the platform.
The role will help us identify and drive new business opportunities, grow our existing Accountant portfolio, develop OFX’s reputation externally as an industry thought leader and oversee the day-to-day management of the segment.

WHAT YOU DO

The BDM component consists of qualifying prospects, driving awareness and consideration of OFX’s value proposition and pitching our SaaS solution to Accountants, Bookkeepers and Trusted Advisors. It includes:

• Present and explain OFX’s valuable proposition, products, and services to targeted partners with the aim of onboarding end customers.
• Grow new revenue for the Australian business by establishing new clients. You will be assigned an annual target with quarterly or monthly milestones.
• Actively engage and lead prospects through the pipeline by understanding their challenges & aspirations and helping them understand how OFX can make them more profitable & scalable.
• Attend industry functions, such as association events and conferences; provide feedback and information on market and creative trends.
• Develop and execute sales strategies to help us reach our product and commercial objectives.

The Team Leader component consists of providing management support and direct oversight to a team of BDMs and Account Managers. It includes:

• Direct revenue responsibility. Drive performance across several qualitative and quantitative metrics such as Direct EBITDA, Revenue growth, Cost, New Transacting Clients, Active Clients and Product Penetration.
• Responsibility for building and growing the Accountants channel as a new high growth SMB channel for OFX. Own the refinement and execution of the strategy including GTM approach.
• External focus, and market development. Build an outstanding reputation for OFX as a thought leader in the Accountant and Bookkeeper space. Launch and establish an external Accountant Advisory Council.
• Manage effectively the sales cycle including pipeline and operating cadence for the team.
• Work closely with Product and other key stakeholders to provide client led feedback and ideas to continuously improve the CVP & sales motions for the target market.