Job Details

Role Title: Revenue Conversion Specialist (RCS)
Reports To: GM - New Zealand | Managing Director - ANZ
Role Purpose The Revenue Conversion Specialist (RCS) is responsible for converting qualified prospects into long‑term, high‑margin revenue by diagnosing and recovering "Quiet Loss" across client workflows. The role executes a logic‑led, outcomes‑based sales motion, positioning The Company as the funding mechanism for revenue recovery and operational scale—not as a tool or feature provider.
The RCS is accountable for revenue integrity, pricing discipline, and ensuring all deals meet the prescribed cost‑to‑value arbitrage model.
Key Responsibilities 1. Revenue Conversion & Deal Ownership

• Identify revenue leakage in prospect workflows (e.g. delayed responses, missed demand, underutilised leads).
• Quantify "Quiet Loss" using ROI and recovery modelling to demonstrate measurable revenue impact.
• Convert opportunities into contracted outcomes by proving that recovered revenue offsets the cost of engagement.
• Maintain high pipeline velocity and shortened time‑to‑close through disciplined qualification and deal control.

2. Logic‑Led Sales Execution

• Lead with commercial logic and economic impact; do not lead with product demonstrations or features.
• Apply a Challenger‑style sales approach to reframe client thinking around revenue loss and recovery.
• Maintain strict adherence to approved pricing, scope, and service menus.
• Walk away from opportunities that do not present a clear and provable revenue recovery case.

3. Commercial & Pricing Integrity

• Ensure all contracts meet required margin, pricing, and arbitrage thresholds.
• Prevent scope creep by avoiding non‑standard commitments or bespoke promises.
• Obtain senior verification where required to ensure pricing and commercial discipline are maintained.

4. Sales-to-Delivery Alignment

• Document diagnostic findings, logic boundaries, and agreed outcomes to ensure a clean handover to implementation teams.
• Participate in blueprinting discussions to align sales commitments with operational reality.
• Maintain accurate and clean data to support forecasting, reporting, and governance.

5. Client Confidence & Market Feedback

• Represent commercial accountability in selected client reviews to reinforce confidence and trust.
• Provide structured feedback on market objections, pricing friction, and competitive pressure to leadership.
• Contribute to the continuous improvement of sales logic, tools, and messaging.

Key Performance Indicators (KPIs) Growth & Revenue

• New Monthly Recurring Revenue (MRR) aligned to system‑fit criteria
• Conversion of ROI‑mapped opportunities into contracted outcomes

Efficiency

• Time‑to‑close
• Pipeline progression accuracy and forecast reliability

Commercial Integrity

• 100% adherence to approved pricing and arbitrage model
• Zero discounted or non‑standard deals

Quality

• Revenue recovery outcomes validated post‑implementation

Operating Rhythm

• Daily: Identify and progress revenue recovery opportunities.
• Weekly: Maintain pipeline accuracy and forecasts.
• Bi‑Weekly: Participate in integrity and diagnostic reviews with leadership.
• Per Close: Complete structured handover and blueprint documentation.

Ideal Candidate Profile Background

• Proven high‑performance B2B sales experience (SaaS, Fintech, or Revenue/Operations Consulting preferred).

Capability

• Strong challenger mindset with advanced consultative selling capability.
• Commercially rigorous, confident in financial modelling and ROI justification.

Attributes

• Outcome‑driven, disciplined, and comfortable disqualifying poor‑fit opportunities.
• High integrity with strong respect for pricing discipline and long‑term value creation.

Remuneration (Indicative)

• Competitive base salary aligned to senior commercial experience.
• Performance‑based commission tied to new recurring revenue and client longevity.
• Role expansion opportunity linked to regional revenue scale milestones.