Senior Business Development Representative

Join Collibra’s Enterprise Account Strategy Team

As an Enterprise Account Strategist (EAS) for Collibra, you will be a vital part of transforming our sales development function into a quality-driven, AI-powered revenue engine.

This role requires a balanced approach: you will be responsible for proactively generating pipeline through strategic outbound hunting with new enterprise prospects and existing customers, while simultaneously driving high-velocity conversion of critical inbound demand. You will partner closely with Account Executives and Marketing, and utilize intelligent tools to conduct targeted research, craft compelling messaging, and deliver high-quality, well qualified pipelines.

Enterprise Account Strategists (EAS) at Collibra are responsible for

• Driving Outbound Pipeline Generation: Identifying target accounts and initiating strategic outreach, applying a hunter's mentality and leveraging AI-powered tools for automated prospect intelligence and efficiency.


• Managing Demand Conversion: Following up with all new Market Qualified Leads (MQLs) as a priority. This requires ensuring rapid response and perfect execution of internal service level agreements (SLAs).


• Strategic Collaboration & Account Penetration: Working with Account Executives on account planning and proactive target account outreach to drive specialized penetration. This also includes identifying incremental growth in existing customer accounts.


• Leading Discovery and Qualification: Conducting high-value discovery calls with senior decision-makers to understand their business needs. You must adhere to a disciplined qualification methodology, ensuring every opportunity is rigorously qualified based on customer fit, pain points, and articulated business value.


• Enhancing Efficiency with AI: Utilizing AI tools to streamline workflows, such as researching prospects, writing personalized messaging, and reducing administrative tasks.


• Cross-Functional Partnership: Partnering with cross-functional teams, including Sales, Marketing, and Alliances, to drive brand awareness and market penetration.

You have

• Enterprise BDR Success (1+ yr): Proven success prospecting and penetrating large, complex accounts, consistently navigating to C-level and line-of-business stakeholders


• Outbound Mastery: Strong background in strategic outbound prospecting with a demonstrated hunter's mentality and track record of exceeding pipeline targets. SaaS experience preferred.


• Qualification Proficiency: Experience adhering to a disciplined sales process and qualification methodology, ensuring high-quality opportunity progression.


• Technology & Data Fluency: Proficiency in Salesforce.com for prospecting, reporting, and account research, and experience leveraging sales technology (AI tools, conversation intelligence, sequences) to drive efficiency and effectiveness.


• Educational Foundation: A bachelor’s degree or equivalent work experience.


• Language Requirements: Professional fluency in English.

You are

• A confident communicator who can articulate value to both technical and non-technical stakeholders.


• Adept at engaging high and wide within complex organizations, with a focus on C-level and business-line executives.


• A self-starter with a hunter’s mentality and a consistent track record of exceeding outbound pipeline targets.


• Highly organized, driven, and effective at managing time in a fast-paced, goal-oriented environment, utilizing techniques like time-blocking and prioritization frameworks for high-impact activities.


• Motivated by professional growth, with a long-term interest in transitioning to a field sales role.


• Energetic, ambitious, and passionate about being part of a growing and successful team in a strategic market.

Measures of Success

• Within your first month: Complete onboarding, familiarize yourself with Collibra’s systems and processes, and start building relationships with your team and key stakeholders across the region. Begin foundational training for the role.


• By your third month: Be fully ramped, confidently articulate Collibra’s value proposition, and effectively collaborate with Account Executives to build targeted outbound campaigns. You will be executing the new, quality-driven pipeline creation process.


• By your sixth month: Independently run prospect conversations, consistently meet or exceed outbound pipeline generation goals, and represent Collibra as a trusted advisor and brand ambassador in the market.

Compensation for this role

The standard base salary range for this position is AUD 68,000.00 - AUD 85,000.00 per year. The total on-target earnings (OTE) for this commission-eligible role typically range from AUD 97,100 to AUD 121,000.

Salary offers are based on factors such as location, skills, and experience.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.