Business Development Manager, ANZ

Company Overview

Partly is a pioneering company building an AI-driven infrastructure layer for the global automotive repair industry, valued at $2 trillion. Founded by former Rocket Lab engineers, Partly has rapidly expanded over the past 18 months and recently secured $50 million in Series B funding led by DST Global and other prominent investors. The company is headquartered in Austin, Texas, with additional offices in London and New Zealand (Christchurch and Auckland). The company culture emphasizes innovation, collaboration, and enabling team members to do their best work.

About the Role

The Business Development Manager for ANZ will spearhead the introduction of Partly's groundbreaking AI model, Interpreter, to insurers, OEMs, fleets, dealer groups, and strategic partners across New Zealand and Australia. This role involves active engagement with customers, tailoring solutions based on their unique needs, and driving business growth by opening new markets and segments. The position requires hands-on involvement in customer conversations, deal structuring, and collaboration with product and engineering teams.

Responsibilities

• Establish and nurture relationships across ANZ territories.
• Lead business development efforts with insurers, OEMs, fleets, dealer groups, MSOs, and strategic partners in NZ and Australia.
• Engage directly with clients to understand their requirements and assist them in leveraging Partly's platform.
• Negotiate and finalize innovative, non-standard enterprise agreements.
• Manage commercial discussions from initiation through completion.
• Design pilot programs and rollout strategies in partnership with Solutions Engineering and Product teams.
• Develop demand-generation strategies and explore new customer segments and use cases.
• Translate field insights into go-to-market tactics, pricing models, and product development feedback.
• Work closely with Marketing to shape positioning in the ANZ region.
• Coordinate with Solutions Engineering and Regional General Managers to ensure readiness and smooth transitions.
• Responsible for deliberate exit strategies, handing off successful initiatives to regional teams.
• Maintain a forward focus on expanding Partly's footprint across the ANZ market.

Candidate Qualifications

• Proven experience selling sophisticated B2B software or platform solutions in enterprise settings.
• Background in scaling high-growth technology companies with 100–250+ employees.
• Track record of closing first-of-a-kind or complex enterprise deals.
• Strong commercial acumen and ability to operate comfortably amid uncertainty.
• Collaborative approach working closely with Product and Solutions teams.
• Ability to build credibility with senior stakeholders in enterprise organizations.
• Entrepreneurial mindset focused on innovation and creation rather than maintenance.

Preferred Additional Experience

• Expertise in insurance, automotive, logistics, marketplace platforms, or infrastructure solutions.
• Previous roles in expansion, strategic partnerships, or strategic sales.
• Experience launching new verticals or geographic markets.

Equal Opportunity

Partly is an Equal Opportunity Employer valuing diversity and inclusivity. All employment decisions are made without discrimination based on protected characteristics. Accommodations are provided for qualified individuals with disabilities throughout the hiring process.

Relocation and Onboarding

The company will facilitate your onboarding by connecting you with the nearest office. Quarterly company-wide meetings called "Season Openers" are held with travel and lodging covered by the company. Assistance with relocation expenses is available if you are moving to join the team.

Compensation and Benefits

• Competitive base salary accompanied by equity participation.
• Parental leave policies include flexible return options: primary caregivers may work four-day weeks at full pay for 12 weeks; secondary caregivers receive 10 days paid leave.
• Flexible work hours with an office-first culture and work-from-home options as needed.
• Opportunity to be based at a new WeWork office with the U.S. team.
• Monthly team gatherings for social celebrations.
• Ergonomically designed workspace including sit-stand desks and variety of seating options to accommodate diverse working styles.