Business Development Manager

Pentana Solutions has been powering the Australian automotive industry for over 50 years. We're continuing to invest significantly in our product, further enhancing our existing platform with a modern AI-led approach. Around 1 in 3 of our staff use internal AI tools every business day. The work is real, the customers are demanding, and we're hiring.

The opportunity

Pentana Power Payments is the integrated payments solution inside our dealer management software. Of the ~960 dealerships using Pentana Solutions today, only about 1.5% have adopted integrated payments. There's no real incumbent, no greenfield prospecting - just a captive customer base waiting to be activated.

Your job is to lead with the operational benefits of integration, generate demand, qualify leads, and pass them to certified payment partners to close. You won't own the close - the partners do that - but you'll drive the outcome end to end. Two BDM hires, working alongside the Installations team, with senior support during the first three months to set the standards.

Why this role exists right now

This is the first time Pentana Solutions has put dedicated commercial headcount behind Power Payments. Adoption has been slow to build, not for lack of demand, but because no one has been driving it. The shift now is to a proactive approach, with someone who builds the case with dealerships directly and brings the right partner in to close.

You'll report to our Power Payments lead, with day-to-day support from our Sales and Installations teams. The four certified payment partners are aligned and ready to work alongside you, so the groundwork is done and you can get straight to building pipeline.

What you'll bring

• Hunter mentality. Proactive, high-activity, self-directed. Comfortable making 35+ outbound calls a day in the ramp phase.

• Influence without control. You don't own the close, but you drive the outcome. You've done this kind of multi-party sale before.

• Resilience with senior dealership stakeholders. You're comfortable being pushed back on.

• Commercial clarity. Sharp on ROI, process mapping, and multi-party coordination.

• AI-forward and efficiency-minded. You use tools to work faster - research, outreach, sequencing, follow-ups.

• Payments or SaaS background would be an added bonus. Square, Block, Tyro, Stripe, Zeller alumni welcome.

• Automotive experience is a plus but not essential.

What to expect

Two things to know going in. First, the ramp is real - 35 outbound calls a day early on, transitioning to about five in-person dealership meetings a day by month two. Second, you'll be measured on three commission triggers - leads generated, partner closes, revenue live in the DMS. The cycle should be fast (days to a week) but partner delays have historically stretched to weeks or months. Part of your job is to compress that. If you want a passive territory and an inherited book, this isn't it.

What's in it for you

• Uncapped commission with no ceiling on earnings. Three-stage commission structure that rewards the full motion from lead to live revenue.

• A captive market with no incumbent. Around 960 dealerships using Pentana today, only 1.5% on integrated payments. The pipeline is the customer base.

• Career runway. Top performers move into broader commercial roles or step into team lead and coaching as we scale this motion.

We're all about celebrating diversity and creating an inclusive, respectful team. We welcome applications from people of all backgrounds, including Indigenous Australians, people of colour, LGBTIQA+, and those with disabilities.

If you want a captive market, uncapped commission, and the chance to build something that didn't exist before, apply now.