Partner Development Manager

About Sonder

Sonder is committed to ensuring individuals feel secure, supported, and empowered to perform at their best wherever they are. We revolutionize workplace health, safety, and wellbeing by combining technology with human expertise. Our mobile platform delivers round-the-clock, real-time aid from a dedicated team of safety, medical, and mental health experts, guaranteeing members get prompt assistance in critical moments. Beyond digital support, we provide on-the-ground response for urgent incidents, enabling organizations to proactively foster healthier, safer environments which positively impact business performance.

Founded in 2017, Sonder has rapidly expanded operations across Australia, New Zealand, and the UK. Backed by leading Australian venture capital firms Seek and Blackbird, Sonder aims for global scaling by partnering with corporations, educational bodies, and government agencies to transform workplace wellbeing at scale. Currently, we serve over a million members worldwide supported by a team exceeding 200 employees along with a broad network of field responders.

Role Overview

Reporting to the Head of Partnerships, the Partner Development Manager will spearhead one of Sonder's most promising growth avenues within the insurance sector. This standalone position carries significant autonomy and influence, focused on establishing and expanding Sonder's insurance partner ecosystem. Responsibilities include cultivating relationships with insurers, brokers, and strategic partners to develop a robust sales pipeline that feeds our Enterprise sales team.

The role requires close collaboration with Account Executives to navigate complex, multi-stakeholder sales processes aiming to enhance employee wellbeing while reducing workers' compensation claims and costs. This position offers an exciting challenge for an experienced commercial professional passionate about relationship-building, complex sales navigation, and pioneering growth opportunities.

Key Responsibilities

• Establish and nurture strategic partnerships with insurers, brokers, and industry partners.
• Identify and secure new partnership opportunities that produce qualified sales leads.
• Build executive-level relationships with current and prospective partners.
• Gain deep insight into the workers' compensation and insurance sectors to uncover new opportunities.
• Represent Sonder at industry events and maintain proactive networking within Australia.
• Develop and implement a repeatable, partnership-led pipeline generation strategy.
• Qualify and progress leads before handing off to the Enterprise Sales team.
• Support Account Executives in advancing complex sales with multiple stakeholders.
• Create comprehensive account and opportunity plans to maximize commercial returns.
• Maintain accurate forecasts and pipeline updates using HubSpot CRM.
• Collaborate cross-functionally with Sales, Marketing, and Customer teams to enhance partner engagement.
• Provide market insights to refine partnership strategies.
• Assist in partner enablement programs to boost referrals and sustainable growth.
• Continuously optimize partnership processes during functional evolution.

Candidate Profile

The ideal candidate enjoys forging relationships, resolving complex commercial challenges, and devising innovative growth strategies. Must be an autonomous self-starter with excellent organizational skills and resilience in fast-changing environments. Strong commercial instincts and the ability to confidently engage senior executives are essential.

Required Qualifications and Experience

• At least 5 years' experience in business development, partnerships, enterprise sales, or account management.
• Demonstrated ability to develop executive relationships in complex or regulated industries.
• Experience managing multi-stakeholder sales cycles.
• Strong commercial acumen to identify and leverage strategic growth areas.
• Proficiency in relationship management, negotiation, and communication.
• Familiarity with CRM tools such as HubSpot.
• Capability to work independently while collaborating cross-functionally.

Preferred Attributes

• Background in workers' compensation, insurance, or insurance broking.
• Existing network within insurers, brokers, or benefits providers.
• Experience with channel, referral, or partnership-driven sales models.

Personal Qualities

• Initiative-driven and enjoys building programs from inception.
• Strong commercial curiosity towards customer and partner challenges.
• Confident in engaging senior and executive decision makers.
• Exceptionally organized with robust planning and pipeline oversight abilities.
• Adaptable, resilient, and capable of thriving in an evolving business environment.
• Team-oriented and motivated by shared success.

Benefits and Working Environment

• Work within a dynamic and passionate professional team.
• Modern office premises located in Waterloo, Sydney.
• Flexible hybrid work model: 3 days in-office, 2 days remote.
• Structured onboarding and induction programs for success.
• Catered breakfasts on Mondays, lunch on Thursdays, and complimentary coffee on Fridays.
• Organized social events and interest clubs.
• Pet-friendly work environment allowing dogs in the office.
• Fully stocked kitchen with snacks and refreshments.

Important Compliance Information

Due to industry regulations, all employees must successfully complete a National Police Check prior to commencing employment.

Join Sonder and contribute meaningfully to creating safer workplace environments worldwide. Apply now for a confidential discussion.