Summary
Overview
Work History
Education
Skills
CORE COMPETENCIES
ADDITIONAL INFORMATION
Timeline
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Rachael Burling

Miranda,Australia

Summary

Senior Sales & Business Development Manager with 10+ years in fintech and finance, with a strong specialisation in invoice finance, digital lending, payments, and embedded finance. Proven success in driving revenue, scaling high-growth portfolios, and executing go-to-market strategies. Skilled in developing strategic partnerships, managing client portfolios, and delivering sustained results in highly regulated financial environments.

Overview

20
20
years of professional experience

Work History

Head of Sales & Distribution

Spenda Ltd
02.2020 - Current
  • Designed and led national sales strategy for Virtual Trade Facility.
  • Built a scalable partner network of brokers, accountants, and referral partners (75%+ of new business pipeline).
  • Implemented structured sales forecasting and CRM analytics.
  • Supported digital lending and payment product launches. - Partnered with product and compliance teams to align go-to-market strategy.
  • Achievements:
  • Contributed over $7M in revenue growth from new product launches.
  • Generated $5M+ annually from invoice finance portfolio with sustained growth and high client retention.
  • Facilitated over $80M in working capital funding for clients.
  • Improved forecast accuracy by 30–40% through CRM optimization.

Head of Sales & Relationships NSW

Apricity Finance Pty Ltd
03.2019 - 02.2020
  • Managed NSW lending portfolio and referral channels.
  • Led deal structuring and negotiations with strategic partners.
  • Achievements:
  • Delivered $2.5M in funded facilities within 12 months.
  • Boosted lead quality by 25% through stronger partner engagement.
  • Elevated brand presence through speaking roles at industry events.

Business Manager

The Invoice Market (TIM)
04.2018 - 03.2019
  • Originated lending solutions for SMEs across diverse sectors.
  • Drove broker and channel partner relationships.
  • Achievements:
  • Managed over $10M in SME lending volume.
  • Reduced acquisition costs through optimised channel mix.
  • Supported launch of new trade finance product.

State Manager – NSW & QLD

Thorn Business Finance
05.2017 - 04.2018
  • Led regional sales across trade and debtor finance.
  • Oversaw operations across NSW and QLD.
  • Achievements:
  • Achieved 130% of sales target within six months.
  • Generated $3M+ in annual lending.
  • Boosted team engagement as Leadership Culture Manager.

New Business Development Manager

CML Group Ltd
09.2012 - 05.2017
  • Developed a pipeline in key industries including manufacturing and wholesale.
  • Created outbound and sector-based sales programs.
  • Achievements:
  • Scaled the loan book from $8M to $60M.
  • Consistently ranked top 10% for deal size and retention.
  • Lifted lead generation by 40% through targeted outreach.

Senior Recruitment Consultant

Various Agencies (UK & AU)
01.2005 - 01.2012
  • Led recruitment across Property and Construction verticals.
  • Achievements:
  • Billed $300K+ annually.
  • Launched and grew new business units, doubling revenue in under 18 months.

Education

BSc - Communication and Media Studies

Brunel University
01.2001

Skills

  • Experienced with Microsoft Office suite
  • Adept at utilizing CRM platforms
  • Streamlined pipeline management
  • Experienced in facilitating conflict resolution via negotiation
  • Strategic sales planning
  • Sales team leadership
  • Compelling sales presentations
  • Client engagement strategies
  • Lead generation expertise
  • Comprehensive understanding of products
  • Interpersonal relationship development
  • National client relationship management
  • Client-focused sales approach

CORE COMPETENCIES

  • Executive Sales Strategy & Revenue Growth
  • Fintech Lending, Payments & Embedded Finance
  • Partnership & Channel Development
  • Pipeline Management & Forecasting
  • Regulatory Compliance & Risk Mitigation
  • Team Leadership, Training & Enablement
  • Cross-Functional Collaboration (Product, Risk, Marketing)
  • CRM Systems & Sales Reporting

ADDITIONAL INFORMATION

  • Dual Citizenship: British / Australian Permanent Resident
  • Available for interstate or international travel
  • References available upon request

Timeline

Head of Sales & Distribution

Spenda Ltd
02.2020 - Current

Head of Sales & Relationships NSW

Apricity Finance Pty Ltd
03.2019 - 02.2020

Business Manager

The Invoice Market (TIM)
04.2018 - 03.2019

State Manager – NSW & QLD

Thorn Business Finance
05.2017 - 04.2018

New Business Development Manager

CML Group Ltd
09.2012 - 05.2017

Senior Recruitment Consultant

Various Agencies (UK & AU)
01.2005 - 01.2012

BSc - Communication and Media Studies

Brunel University

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Rachael Burling