Australia Business Development Lead

Australia Business Development Lead

Location: Sydney

Salary: Negotiable

Hybrid Working

The role of Australia Business Development Lead

GLAS is an international provider of institutional debt administration services, serving lenders, borrowers, issuers, and advisers offering a global platform across Loan Agency and related services, Capital Markets and Restructuring.

GLAS’ vision is to be recognised as the best-in-class independent, non-creditor, conflict-free provider of institutional debt administration services, enabling global clients and counterparties to achieve successful outcomes on their transactions.

The business currently comprises c.500 employees who deliver a solution-based, innovative service, ensuring GLAS is the preferred global partner of choice. GLAS has a blue-chip customer base developed over many years; select clients include Apollo, Blackstone, CVC, Deutsche Bank and Goldman Sachs. GLAS has been recognised as the premier independent provider of loan agency and bond trustee services with a portfolio of over $800 billion assets across its global platform. The company is headquartered in London with offices in Paris, Frankfurt, Madrid, New York, New Jersey, Sydney, Melbourne, Brisbane, Singapore, Dubai, Hong Kong, Milan and Rome.

We are seeking an experienced Head of Business Development, Australia to lead and develop our Business Development team in Australia, with a primary focus on originating and winning new business.

This position will be responsible for executing the Australian and New Zealand growth strategy, expanding GLAS’ market presence and building a high-quality pipeline across Loan Agency, Capital Markets, Restructuring and escrow services. The successful candidate will lead the Australian BD team, strengthen relationships with priority market participants and convert opportunities into sustainable revenue growth.

The role requires a commercially focused sales leader with deep knowledge of Australian debt markets, strong origination and stakeholder management capabilities, and the ability to collaborate across Business Development, Client Relationship Management, Transaction Management, Operations and Senior Leadership teams.

Key Responsibilities

Business Development Leadership

- Lead and develop the Business Development team in Australia, setting clear expectations for market activity, pipeline progression, opportunity conversion and revenue delivery.

- Set and execute the Australian business development strategy in alignment with APAC and global growth priorities.

- Establish a strong performance rhythm, including regular pipeline reviews, forecasting, opportunity tracking and accountability against agreed objectives.

- Coach and support team members to build origination capability, strengthen market coverage and improve commercial execution.

- Foster a high-performance culture focused on proactive origination, collaboration, accountability and measurable growth.

New Business Growth and Origination

- Identify, develop and convert new business opportunities across the Australian market.

- Build a disciplined, high-quality pipeline of prospects and mandates across target client segments and service lines.

- Lead prospect engagement, pitches, presentations, RFP responses, fee proposals and commercial negotiations.

- Develop targeted market and account plans that translate growth priorities into clear client activity and revenue opportunities.

- Maintain momentum across opportunities from initial engagement through mandate award and successful handover.

- Identify opportunities to introduce new products, services and market propositions that support growth in Australia.

Market Coverage and Relationship Development

- Build and maintain senior relationships with private credit funds, banks, financial sponsors, law firms, borrowers, issuers, advisers and institutional investors.

- Expand GLAS’ visibility and network across the Australian and New Zealand debt and capital markets ecosystem.

- Represent GLAS at client meetings, industry conferences, networking events and market forums.

- Develop relationship maps and coverage plans for priority prospects and market influencers.

- Position GLAS as the independent partner of choice across relevant debt administration and transaction services.

Pipeline, Data and Commercial Management

- Maintain accurate and timely opportunity, activity and deal information within CRM systems.

- Provide reliable forecasting, pipeline reporting and performance insights to the APAC Business Development Lead and senior leadership.

- Use sales data, client feedback and market intelligence to assess pipeline health, identify gaps and prioritise resources.

- Ensure appropriate discipline and consistency in opportunity qualification, pricing, proposal development and sales governance.

- Monitor performance against agreed activity, conversion and revenue targets and implement corrective action where required.

Market Intelligence

- Monitor Australian and New Zealand market activity, industry developments, competitor trends and emerging client needs.

- Share relevant intelligence and commercial insights across APAC and global teams.

- Use market insights to identify priority sectors, client segments, product opportunities and areas for increased market share.

Cross-Functional Collaboration

- Work closely with Client Relationship Management, Transaction Management, Operations, Product and Marketing teams to deliver a coordinated client experience.

- Partner with the APAC Business Development Lead and regional BD colleagues to support cross-border opportunities and consistent market coverage.

- Coordinate the successful handover and onboarding of new mandates to operational teams.

- Collaborate with global colleagues to pursue international opportunities and deliver consistent pitches and proposals across jurisdictions.

- Support marketing initiatives, thought leadership and campaigns relevant to the Australian market.

Experience & Qualifications

- Significant business development, origination or sales experience within financial services, with accountability for new business and revenue outcomes.

- Strong understanding of syndicated loans, private credit, debt capital markets, restructuring, trustee services or related financial products.

- Proven track record of originating opportunities, winning mandates and developing long-term client relationships in Australia.

- Established network across financial sponsors, lenders, advisers, law firms, borrowers, issuers and institutional investors.

- Experience leading and developing business development or sales professionals.

- Demonstrated experience managing pipeline performance, forecasting accurately and reporting against growth objectives.

- Strong presentation, negotiation and communication skills, with the ability to engage senior stakeholders and C-suite decision-makers.

- Bachelor's degree or equivalent professional qualification.

- Additional financial services qualifications would be advantageous.

Skills & Competencies

- Growth-oriented and commercially driven, with strong business acumen and a clear focus on new business generation.

- Exceptional relationship-building, networking and stakeholder management skills.

- Strong leadership, coaching and team development capability.

- Strategic and execution-focused, with the ability to translate market priorities into measurable action.

- Confident presenter and negotiator with strong written and verbal communication skills.

- Data-driven and disciplined in pipeline management, forecasting and decision-making.

- Highly organised, self-motivated and able to manage multiple priorities.

- Able to work independently while collaborating effectively across regional and global teams.

- Professional, credible and able to represent GLAS at the highest standard.

Success Measures

- Growth in new business revenue and mandates across Australia.

- A strong, qualified pipeline aligned to agreed target markets, client segments and service lines.

- Achievement of agreed activity, conversion and revenue targets.

- Expansion of GLAS’ Australian and New Zealand market coverage, prospect relationships and brand presence.

- Accuracy of pipeline data, forecasting and management reporting.

- Successful execution of pitches, proposals and commercial negotiations.

- Effective onboarding and handover of new mandates.

- Business Development team performance against agreed targets and objectives.

- Strong collaboration with APAC and global commercial and operational teams.

Benefits

- Base salary + bonus

- Hybrid working

- Long service award

- Employee Assistance Program (EAP)

- Career development and study support

- Good holiday entitlement