Business Development Lead

Job Description

Our client's success is our success. And you make it happen

Ever tapped your phone to buy a morning coffee, or made a purchase from your favourite online store? Chances are, we've made it happen.

At Cuscal, we've been at the forefront of payments innovation for almost 60 years, enabling seamless, secure solutions that millions of Australians rely on every day. From launching Australia's first ATM to being the first certified Australian fast payments Payer and Initiator in 2022, we've always pushed boundaries — and we're not stopping now.

We are a listed public company (ASX:CCL) and one of five licensed banks in Australia with full direct connectivity and production capability across all domestic payment systems. Whilst the major banks leverage this capability for their consumer and business clients, our B2B model focuses on enabling other banks, fintech's and corporates to deliver innovative and competitive payment and digital solutions to their clients and customers.

We are looking for a Business Development Lead to join our Client, Growth and Strategy team.

The Business Development Lead is a senior leadership role within Cuscal's Strategic Growth team, responsible for driving revenue growth to meet agreed targets, market expansion, and client acquisition across Cuscal's core product domains - including Payments, Acquiring, Data and Card Issuing.

This role combines strategic sales execution with leadership accountability, overseeing the performance, development, and enablement of Business Development Manager (BDM) and Jnr BDM. The Business Development Lead is instrumental in shaping and executing go-to-market strategies, building trusted client relationships, and positioning Cuscal's solutions to meet evolving market needs.

This is a highly visible role across Cuscal, with responsibilities sitting across four key areas:

1) Strategic Sales Leadership

• Lead the execution of Cuscal's business development team, aligned with enterprise growth objectives and Product domain-specific priorities.
• Meet Cuscal new business revenue targets by identifying, pursuing, and closing high-value opportunities with a focus on early ramp and long-term value creation.
• Represent Cuscal in market, including at industry events, forums, and strategic partner engagements.
• Collaborate with Product and Marketing to shape compelling value propositions and go-to-market narratives.

2) Client Relationship Management

• Build and maintain trusted relationships with senior stakeholders across the industry, positioning Cuscal as an innovative strategic partner.
• Understand client needs, challenges, and strategic goals to tailor solutions that drive mutual success.

3) Sales Excellence and Operational Discipline

• Champion best-practice sales methodologies, CRM discipline (Microsoft Dynamics), and pipeline management.
• Ensure accurate and timely reporting of sales activities, forecasts, and performance metrics.
• Drive the adoption of structured sales cadences, governance processes, and performance reviews.

4) Cross-Functional Collaboration

• Ensure all business development activities comply with internal policies, legal standards, and regulatory requirements.
• Identify, document, and mitigate operational and compliance risks in collaboration with Risk and Compliance teams.
• Partner with Sales Enablement, Product, Marketing, Client Delivery, and Technology to ensure seamless client engagement and onboarding.
• Contribute to the development of sales content, playbooks, and training initiatives that support team effectiveness.
• Provide market feedback to inform product development and strategic planning.

About You:

• Demonstrated background in B2B sales and solutions, with understanding of financial services regulatory environment.
• Excellent ability to prospect and self-generate leads
• Proficiency with CRM (Microsoft Dynamics)
• Strong understanding of key local payments market trends
• Successful experience selling complex solutions with long sales cycles, demonstrating patience, persistence, and a consultative approach to client needs.
• A strong track record of identifying and capturing new business opportunities, consistently achieving or exceeding revenue targetsments

Why Cuscal?

We are in the rapidly evolving world of payments, and we are committed to providing a diverse and inclusive workplace where the very best talent in Australia chooses to work. We support our colleagues with flexible work arrangements through our hybrid model whilst also offering a wide range of educational, financial, lifestyle, health & wellbeing benefits.

Next Step

If you're excited to join a company that's shaping the future of how Australia moves money, we'd love to hear from you. Apply now and let's explore who you are, what drives you and how you can contribute to our vision for the future.

Cuscal is an equal opportunity employer committed to an equitable, diverse, and socially inclusive work environment and a positive, barrier-free recruitment process.

We welcome applicants from an Aboriginal and Torres Strait Islander heritage, people living with a disability, LGBTQIA+ and people from culturally diverse backgrounds to explore career opportunities with Cuscal.

Note: Cuscal does not accept unsolicited resumes from recruitment agencies or search firms.