Business Development Manager - Primary Schools

Wellio

1d • Hybrid

About The Position

Wellio is building the world's first Wellbeing Management System (WMS) to address deteriorating youth mental health by providing a platform that packages the best approaches to student wellbeing, making them simple to teach, measure, and improve across the full spectrum of care. The company currently powers programs in over 700 schools across 18 countries and is now expanding into the primary schools vertical in Australia. This role is a founding position within the primary schools business, not a typical territory representative role. The Business Development Manager will be one of two individuals responsible for building this new vertical from scratch, influencing both sales strategy and product development based on market insights. The role involves running the full sales motion for Australian primary schools, including discovery, demos, trials, negotiation, and closing deals. Additionally, the BDM will collaborate directly with content and product teams to shape the product and how wellbeing lessons are delivered. They will also work with the Head of Sales and Head of Marketing on account-based campaigns and product-led growth strategies, and represent Wellio at conferences and events across Australia.

Requirements

• 6-18 months of tech sales experience (for junior sales professional)
• Know how to run discovery, deliver demos, and close deals (for junior sales professional)
• Strategic about your pipeline and organised under pressure (for junior sales professional)
• Care about what you're selling - the mission matters to you, not just the number (for junior sales professional)
• Spent years in primary schools - ideally as a wellbeing coordinator, admin lead, or school leader (for educator making the jump)
• Ready for something new (for educator making the jump)
• Know exactly how these schools think, what they're struggling with, and how to earn the trust of a Principal (for educator making the jump)
• Care deeply about young people's wellbeing and what it means for their futures
• Build trust quickly with people who've heard too many pitches
• Resilient and tenacious - this is a new market and a long sales cycle
• Excited by the idea of building something from scratch, not inheriting a playbook
• Curious about how to use AI tools to work smarter, not just harder
• Comfortable travelling and showing up in person at events and schools

Nice To Haves

• Familiarity with sales techniques & frameworks like SPIN, Sandler, or MEDDPICC
• Familiarity with CRM systems like Hubspot & Outreach

Responsibilities

• The full sales cycle from first conversation to signed deal
• A healthy pipeline - this is a high volume role where we'd expect you to open 60+ qualified deals per quarter
• Pipeline strategy - identifying high-potential schools and moving opportunities forward efficiently
• Conference and event representation across Australia (yes, some travel is involved)
• Market intelligence - price sensitivities, unmet needs, what's working and what isn't, fed directly to Product
• Close collaboration with the other primary schools BDM to maximise coverage and compound what's working
• Testing and iterating on outreach approaches - copy, sequencing, channels — and sharing what lands
• Target: ~$360K Annual Sales Value (exact quota to be confirmed)

Benefits

• The work matters. Student mental health is a genuine crisis. We're building real infrastructure to address it at scale. That's what you'd wake up for.
• Small and exceptional on purpose. We stay lean so we can move fast, stay out of pointless meetings, and do work we're actually proud of. Everyone here does meaningful things.
• Total transparency. We share everything internally - financials, strategy, the works. High trust makes for better decisions and better culture.
• Independent and profitable. No investors, no pressure to grow at all costs. We answer to our customers and ourselves.
• 5 weeks annual leave.
• Two company meetups a year. We fly the whole team together twice annually - one in Australia, one international. Real-life time that's worth looking forward to.
• We don't take ourselves too seriously. High standards and laughter aren't mutually exclusive. Expect both.
• Remote-friendly, culture-focused. Our team spans London, Sydney, and Melbourne. Melbourne-based team members work out of The Commons in Cremorne.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed
• Number of Employees: 1-10 employees