Business Development Representative

Sydney, Surry Hills

Full time

Salary +20% bonus

About the Business

Urban Rest is a high-growth flexible living operator and technology platform disrupting the serviced apartment and corporate housing space across APAC and Europe. The business focus is on owning the distribution layer for the contracted travel market into living assets, while delivering a consistent brand and guest journey through technology. Urban Rest also offers physical asset operation services that enable branded accommodation assets such as hotels to be managed with greater efficiency and distributed to contracted clients such as enterprise, government, insurance and SME clients. We provide the digital infrastructure and services that connect institutional living-sector assets and the contracted travel market at scale. Our mission is to make flexible living seamless.

Benefits and Perks

• Employee, friends and family discounts at at Urban Rest properties
• One flexible work from home day per week when business allows
• Mental Health Leave days and Volunteer days available
• Regular team socials and events
• As the company grows, this role will provide plenty of room for career growth and progression
• We’re a social bunch and we strive to have a fun, friendly, and collaborative work environment
• Pet friendly (for house-trained and well-behaved pets) office in Office Suburb, close to public transport

About the Role

The Business Development Representative is an entry-to-mid level sales role within the APAC commercial team. This is a role for someone who wants to build a serious career in B2B sales – and is willing to do the foundational work that makes great salespeople: researching markets, prospecting consistently, building relationships from cold, and learning the craft of commercial conversation.

You will support the Business Development Managers and Director of Sales – APAC in driving new corporate account acquisition across APAC. In practice, that means generating and qualifying leads, conducting outreach, booking meetings, supporting RFP responses, and developing your own portfolio of smaller or emerging accounts that you pursue independently.

This role is deliberately structured as a development role. You will receive coaching, mentorship, and structured exposure to the full sales cycle – and there is a clear pathway to Business Development Manager for the right person. What we ask in return is curiosity, commercial hunger, and a willingness to be coached.

Prospecting, Lead Generation & Outreach (40%):

• Research and identify new corporate account targets across Urban Rest’s priority verticals – professional services, resources, government, tech, and financial services.
• Execute high-volume, high-quality outreach across phone, email, and LinkedIn – tailoring messaging to the individual and their organisation, not sending generic templates.
• Qualify inbound and self-generated leads against Urban Rest’s ideal client profile – understanding what makes a good prospect before investing time in pursuit.
• Book and confirm meetings for Business Development Managers and the Director, Sales – APAC with qualified prospects.
• Build and manage your own portfolio of smaller or emerging accounts – running abbreviated sales cycles independently under the guidance of the Director, Sales – APAC.
• Maintain accurate CRM records at all times – logging all activity, updating prospect status, and keeping contact information current.

Sales Support & Deal Progression (30%):

• Support Business Development Managers and the Director, Sales – APAC in preparing for client meetings – researching accounts, preparing background briefs, and anticipating client questions.
• Assist in the preparation of RFP responses, proposals, and presentations – drafting content, compiling supporting data, and ensuring submissions are accurate and on time.
• Attend client meetings, site inspections, and industry events alongside senior team members – observing, contributing where appropriate, and debriefing afterwards.
• Follow up on meetings and proposals with prospects on behalf of the team – maintaining momentum and keeping Urban Rest front of mind during long sales cycles.
• Support the coordination of site inspections and client hosting activities – ensuring clients have an excellent experience of Urban Rest’s properties and people.
• Assist with post-win handover documentation – compiling account briefs and ensuring the Account Management team receives everything they need to onboard new clients successfully.

Market Research & Intelligence (15%):

• Monitor corporate travel news, competitor activity, and industry developments – summarising key insights for the sales team on a regular basis.
• Research target accounts ahead of outreach and meetings – understanding their industry, travel spend patterns, current accommodation arrangements, and procurement processes.
• Identify new verticals, events, or market moments where Urban Rest has a relevant story to tell – and bring those opportunities to the Director, Sales – APAC.
• Track conference calendars, industry association events, and corporate travel forums where Urban Rest should have a presence.

CRM, Reporting & Collaboration (15%):

• Own CRM data quality for your own activity and assigned accounts – pipeline stages, activity notes, contact records, and task management.
• Prepare weekly activity summaries covering outreach volume, meetings booked, pipeline additions, and conversion metrics.
• Participate actively in team sales reviews – sharing what you are learning in the market, what is working in outreach, and where you need support.
• Contribute to a positive, high-energy team culture – one where people share wins, learn from losses, and hold each other to a high standard.
• Take ownership of your own development – engaging with coaching, acting on feedback promptly, and proactively seeking exposure to new parts of the sales cycle.

What Success Looks Like

In your first 90 days:

• CRM is set up, territory research is complete, and outreach is underway – you are in market quickly and learning fast.
• A consistent outreach cadence is established – with meetings being booked for yourself and the broader team.
• You have attended at least three client meetings or site inspections and debriefed meaningfully on what you observed.
• You can articulate Urban Rest’s value proposition clearly and confidently – and you know enough about corporate travel procurement to hold a credible first conversation.

By end of Year 1:

• Outreach and meeting targets met consistently – you are generating qualified pipeline and contributing measurably to team revenue.
• A portfolio of smaller accounts independently managed, with at least one new logo closed independently.
• CRM records are accurate, complete, and trusted by the team – your pipeline reflects reality, not optimism.
• You are ready for – or already operating at – Business Development Manager level, evidenced by pipeline quality, commercial acumen, and client feedback.

Key Attributes

• Commercially curious and genuinely motivated by the challenge of building new relationships from scratch – you find prospecting energising, not draining.
• A strong communicator – clear and confident in writing and conversation, with the self-awareness to adapt your style to different stakeholders.
• Organised and self-disciplined. You manage your own time, meet your own deadlines, and don’t need to be reminded to follow up.
• Coachable and growth-oriented. You act on feedback quickly, ask smart questions, and see every client interaction as an opportunity to improve.
• Resilient. Prospecting involves rejection. You don’t take it personally, you learn from it, and you keep going.
• A team player who contributes positively to team culture – sharing what you learn, supporting colleagues, and celebrating wins together.
• Some prior experience in a sales, customer-facing, or commercial role is valued – but attitude, aptitude, and hunger matter more than years of experience.

Diversity & Inclusion

At Urban Rest, we extend our invitation to candidates from Indigenous, neurodiverse, disabled, international and diverse cultural backgrounds. Our commitment to fostering an inclusive workplace ensures that all applicants receive the necessary support and accommodations throughout the recruitment and onboarding process. We encourage candidates from various backgrounds to apply, as we value diversity and believe in creating an environment where everyone can succeed. Please let us know if you require any additional adjustments or support to help you through this process so you can shine as the best version of yourself.