B2B Financial Sales Specialist

Job Summary

The B2B Financial Sales Specialist analyzes corporate client structures, financials, and project expenditures to qualify and close inbound leads for the Australian R&D Tax Incentive. Key tasks include running technical consults with C-level executives, translating complex tax legislation into clear return-on-investment (ROI) data, updating corporate CRM pipelines, and managing case handovers to internal technical tax execution teams.

Key Responsibilities

1. Inbound Lead Conversion & Consultative Closing (30%)

• Convert Inbound Leads: Manage, nurture, and close a highly curated stream of inbound, pre-qualified business leads, converting active interest into signed client engagements.
• Execute Consultative Sales: Conduct deep-dive commercial consultations with B2B clients, identifying organizational pain points and presenting the R&D Tax Incentive as a high-value cash-flow solution.
• Overcome Financial Objections: Systematically address corporate hesitations, navigating complex procurement questions regarding tax compliance, advisory timelines, and fee structures.

2. Quantitative Financial & Eligibility Analysis (25%)

• Evaluate Client Expenditures: Analyze corporate balance sheets, payroll records, operational expense ledgers, and technical project briefs to estimate valid R&D tax claim values.
• Determine Legislative Fit: Apply a structured understanding of Australian tax guidelines to screen client projects, distinguishing eligible core R&D activities from standard business operations.
• Escalate Case Complexity: Progress methodically from managing straightforward, boutique claims to executing high-value, highly complex multi-tiered corporate advisory files.

3. C-Suite Relationship Management & Value Translation (20%)

• Translate Complex Legislation: Bridge the gap between rigid tax law and real-world business execution, explaining technical regulatory frameworks in an accessible, commercial manner.
• Build Executive Trust: Serve as a trusted advisor to corporate stakeholders, including Managing Directors, Chief Technology Officers (CTOs), and Chief Financial Officers (CFOs).
• Cultivate Long-Term Partnerships: Maintain ongoing communication throughout the claim assessment cycle, preserving high client retention and driving internal referral networks.

4. Cross-Functional Collaboration & CRM Management (15%)

• Govern Pipeline Accuracy: Maintain meticulous, real-time client histories, interaction logs, and document collections within the corporate CRM platform.
• Coordinate Case Handovers: Collaborate closely with internal technical tax specialists, delivery teams, and financial auditors to ensure an accurate, friction-free filing experience.
• Participate in Strategic Syncs: Attend regular team alignment meetings to share market feedback, refine conversion scripts, and dissect evolving regulatory updates.

5. Regulatory Compliance & Continuous Learning (10%)

• Master Australian Tax Guidelines: Stay up to date on statutory adjustments and rulings issued by the Australian Taxation Office (ATO) and AusIndustry regarding R&D incentives.
• Enforce Ethical Standards: Conduct all data qualification processes under high levels of financial integrity, ensuring client transparency and compliance with professional advisory ethics.

Experience & Competencies

Candidates must possess strong numerical literacy alongside clear, persuasive verbal and written communication skills:

Technical Foundations & Experience Base

• Professional Background: Prior professional experience in Finance, Corporate Accounting, External/Internal Audit, Tax Preparation, or Corporate Advisory is highly preferred.
• Core Sales & Stakeholder Acumen: Proven experience running consultative B2B sales pipelines, managing high-value account relationships, or handling complex stakeholder negotiations.
• Transition Alignment: This role is explicitly optimized for former Financial Analysts, Accountants, or Auditors who want to pivot their technical skills into client-facing, revenue-generating roles.

Structural & Behavioral Competencies

• Advanced Financial Literacy: A strong ability to evaluate and discuss complex corporate financial metrics, operational budgets, ROI formulas, and corporate tax benefits.
• Regulatory Agility: A high level of comfort reading, breaking down, and applying legislation-based rules and compliance frameworks.
• Autonomous Organization: Highly organized, self-disciplined, and capable of managing multiple corporate clients across different stages of the advisory funnel simultaneously.
• Analytical Mindset: A naturally inquisitive, detail-oriented perspective that can spot hidden financial opportunities within unstructured client data.

Technical Infrastructure Requirements (Work-from-Home)

• Workstation Hardware: Access to a reliable, modern computer setup capable of running advanced communication platforms and corporate web applications seamlessly.
• Connectivity Standards: A stable, high-speed internet connection paired with a backup power alternative to prevent downtime during Australian business hours.
• Audio Setup: A high-quality headset and a quiet, noise-free home office workspace optimized for executive client phone calls and video consults.

Expected Outputs & Deliverables

• High pipeline conversion rates on assigned inbound corporate leads, meeting monthly and quarterly advisory engagement quotas.
• Documented, clear financial eligibility profiles and accurate claim calculations for all moving pipeline files.
• Clean, completely updated CRM logs containing verified corporate tax and structure details.
• Seamless, error-free client file transitions over to internal technical tax delivery teams.

Job Details

• Job Function: Financial Consultant / Corporate Tax Advisor / Inside Sales Executive / Account Executive / Inbound Lead Closer
• Key Performance Indicators: Lead-to-deal conversion velocity, closed-won contract value, pipeline update compliance, client satisfaction feedback, and processing timeline accuracy.

Compensation, Perks & Benefits

• Permanent Remote Flexibility: Enjoy the autonomy and cost savings of a 100% work-from-home position with no commuting requirements.
• Immediate Corporate Hiring: Fast-tracked recruitment and onboarding pipelines designed to get high-performing advisors integrated into the line quickly.
• Performance-Linked Hourly Rates: Professional contractor hourly fees are established transparently based directly on your capability demonstration during the evaluation process.
• Targeted Health Insurance: Access to comprehensive healthcare protection and insurance coverage options for eligible contractor geographic locations.
• Inbound Lead Structure: Work within a stress-free sourcing setup where all leads are fully generated, screened, and provided to you directly by the firm.
• Advanced Technical Upskilling: Gain deep, high-value expertise in specialized international tax incentive frameworks and premium corporate consulting methodologies.

Skills Required:

• Accounting / Finance
• Sales / Marketing / Business / Management