Business Development Manager & Product Specialist

About Aspire Software

Aspire Software is an operating group of Valsoft Corporation, a Montreal-based company that buys and builds vertical market software businesses. Aspire owns and runs a portfolio of specialist software companies across several industries. Each business keeps its own brand, leadership and market focus, and Aspire supports it with capital, operational know-how and shared best practices. Aspire runs a decentralised management model and has no set exit timeline, so it backs its businesses for long-term, sustainable growth rather than a short-term sale.

About H&L POS

H&L has provided point-of-sale and venue management technology to Australian hospitality for more than 30 years. Its customers include pubs, clubs, hotels, restaurants, cafés, bars and multi-venue groups. H&L has been part of the Valsoft family since 2019 and is headquartered in Thebarton, South Australia, with support across the country. Its platform covers front-of-house POS, back-of-house management, mobile and online ordering (ROAM and OrderNOW), and integrated payments through H&L Pay.

Reports to - Head of Sales

Direct report- Business Development Representative (BDR)

Function- Sales

Role purpose

Own and scale H&L’s net-new venue acquisition motion. Lead the BDR’s prospecting activity, convert qualified opportunities into new recurring revenue, and act as the product expert supporting structured expansion into existing medium and large customer accounts.

Key accountabilities

• Net-new acquisition: Own new-logo prospecting, discovery, demonstrations, proposals, negotiations and close; develop a measurable sales pipeline and predictable conversion cadence.
• BDR leadership: Set priorities for the BDR, coach prospecting and qualification standards, review activity and pipeline weekly, and ensure effective handover of qualified meetings.
• Product expertise: Become the commercial product specialist for H&L’s new cloud platform, ROAM, OrderNOW and relevant solutions; coordinate technical demonstrations with product and engineering teams as needed.
• Existing customer expansion: Work with Account Managers on opportunities in medium-to-large accounts (indicatively 5+ venues). The Account Manager owns the customer relationship and introduces the Business Development Manager for specialist discovery, demonstration and closing.
• Long-tail activation: Prospect existing 1–4 venue customers not actively managed by an Account Manager using targeted outreach, webinars, marketing campaigns and direct calls, subject to account ownership rules.
• H&L Pay referrals: Identify qualified payments opportunities and provide structured introductions to the H&L Pay team; maintain referral quality and follow-through.
• CRM and forecasting: Maintain accurate HubSpot records, opportunity values, next steps, close dates and conversion reporting; provide dependable weekly forecasts.
• Cross-functional execution: Work with Account Managers, Marketing, Product, Implementation and Support to ensure consistent handovers, customer expectations and timely invoicing and installation.

Commercial operating principles

• The Business Development Manager owns the net-new acquisition motion, supported by the BDR. Account Managers and corporate accounts continue to report directly to the Head of Sales.
• Account Managers remain responsible for relationship management and proactively introduce the Business Development Manager where a product-specialist sales motion can accelerate expansion.
• Customer expansion credit, territory assignments, opportunity ownership and commission treatment are documented in the approved sales incentive plan.

Capabilities and experience

• Proven B2B sales capability in hospitality technology, SaaS, POS or adjacent commercial platforms.
• Comfort selling multi-product solutions, leading complex demonstrations and translating technical features into customer outcomes.
• Ability to coach a BDR, run a disciplined sales cadence and manage a forecast in HubSpot.
• Strong stakeholder engagement with venue operators, group leadership, Account Managers and internal delivery teams.
• Commercial judgment, accountability, structured communication and a customer-first approach.

Performance review

Performance is reviewed weekly through pipeline and activity coaching, and quarterly against the targets set out in the separate FY27 Sales Incentive Plan Schedule.

#H&L