Head of Sales and Business Development

**Job no**: 533379
**Work type**: Full Time
**Location**: Sydney, NSW
**Categories**: Professional Leadership
- Employment Type: Full-time, continuing position
- Remuneration: Competitive total package
- Location: Kensington, NSW (Hybrid working model - based on-site primarily in Sydney. Remote working not available for this role)

**About UNSW**

At UNSW, we pride ourselves on being a workplace where the best people come to do their best work. We aspire to be Australia’s global university, improving and transforming lives through excellence in research, outstanding education and a commitment to advancing a just society.

**Why your role matters**

The Head of Sales and Business Development leads commercial growth for the Lifelong Learning (LLL) Short Course portfolio, delivering on ambitious sales targets while ensuring smooth, effective business development operations. The role focuses on revenue growth and sales effectiveness, positioning LLL as the go-to partner for organisations’ seeking scalable capability development.

The role manages two distinct sales channels: open-enrolment (high-volume, marketing-led sales to individuals and small teams with shorter cycles) and custom programs (relationship-focused, consultative sales with longer cycles and tailored solutions).

Leading a small team, the Head of Sales and Business Development applies strong coaching and performance management, setting clear expectations around pipeline health and results. The Head of Sales and Business Development supports and enables the team to cultivate strategic partnerships that deepen client relationships and unlock new revenue streams across corporate and government sectors, while being directly accountable for driving performance and delivering results. A key element of success in this role is the ability to implement sophisticated, CRM-enabled pipeline analysis—ensuring forecasting accuracy, tracking conversion performance, and leveraging data-driven insights. Through structured pipeline hygiene, the Head identifies bottlenecks, optimises the sales funnel, and accelerates deal velocity to drive strong revenue outcomes. This role reports to the Director, AGSM Executive Education, and manages a small team of direct reports.

**About the Role**

Accountabilities for this role include:

- Develop and implement a high-impact go-to-market strategy for LLL short courses in partnership with the Director, expanding brand reach and driving pipeline growth.
- Lead and execute the sales strategy for both open enrolment and custom executive education offerings, ensuring delivery of revenue and growth targets.
- Monitor and analyse sales performance metrics to ensure achievement of commercial objectives and inform tactical decisions.
- Build a sales-driven culture focused on accountability, consistent target achievement, and continuous improvement.
- Own the revenue performance of the open and custom portfolios, ensuring commercial viability and financial sustainability.
- Partner with finance and delivery teams to deliver accurate forecasting, budgeting, and margin control.
- Inform and contribute to demand generation and marketing strategies that support lead acquisition and conversion.
- Provide strategic input into segmenting targeting, value proposition development, and campaign messaging based on client insights and market trends.
- Establish and maintain streamlined, effective sales processes to shorten sales cycles and improve conversion rates.
- Leverage CRM tools and sales analytics to manage pipeline, forecast performance, and support data-driven decision-making.

**About You**

You are a commercially driven leader with a proven ability to empower sales teams and deliver strong revenue results. You combine strategic thinking with hands-on execution, enabling your team to build meaningful client partnerships across corporate and government sectors. You bring deep expertise in sophisticated sales methodologies, CRM-enabled pipeline management, and data-led decision making. A natural coach and performance leader, you thrive in fast-paced environments and are passionate about developing people, optimising sales processes, and unlocking new growth opportunities.
- Relevant tertiary qualification with subsequent relevant experience or equivalent competence gained through any combination of education, training and experience.
- Proven success in leading high-performing sales teams to develop and deliver commercially successful short courses and consulting-led learning solutions.
- Strong track record in sales strategy and execution, including pipeline management, opportunity qualification, pricing, and closing high-value deals with corporate and government clients.
- Demonstrated ability to coach teams through the end-to-end sales cycle—from client engagement and needs analysis to proposal development and solution design—resulting in consistent revenue growth.
- Deep commercial acumen with a focus on aligning learning solutions