AU Lead Generation (AU Accounting)

Job Summary:

As a Lead Generation Agent on the Bright AU pilot, you will conduct outbound phone and email outreach to Australian accounting practices, identify whether they are a strong fit for BrightWorkpapers, collect qualification information, and - where criteria are met - book a consultation call with Greg Deacon, Bright's Head of Sales for Australia.

This is not a closing role. Your objective is to open the door, qualify accurately, and pass warm, well-documented leads to Greg. Every interaction and outcome must be recorded for Bright's CRM.

Job Description

1. Outbound Phone Outreach

Conduct outbound phone calls to accounting practices across Australia, following the provided call script. The script is designed to feel conversational - not robotic - and covers:

●     Introducing yourself as calling on behalf of Bright Workpapers

●     Asking about the practice's current workflow for SMSF compliance and/or year end engagements.

●     Identifying what software or workpapers tools they currently use.

●     Gauging pain points: time spent, manual steps, compliance risk, client volumes.

●     Qualifying against the set criteria (see Qualification Criteria below).

●     Where qualified: proposing a short consultation call with Greg Deacon and booking a time.

●     Where not qualified: thanking them and logging the outcome accurately.

2. Email Outreach

Send personalised outbound emails to targeted contacts at accounting practices, following the provided email script templates. Email activity should:

●     Be sent to the appropriate contact - typically the Principal, Partner, or Practice Manager.

●     Reference relevant pain points for SMSF or Year End workflows.

●     Include a clear call to action - either booking a call with Greg or responding to confirm interest.

●     Follow up on unresponsive phone prospects where email is the preferred channel.

●     Never misrepresent Bright's products or make promises outside the approved messaging.

3. Information Collection

During every interaction, collect and record the following:

●     Practice name, location, and size (approximate number of staff or principals).

●     Contact name, title, and direct details.

●     Current workpapers or compliance software in use.

●     Volume of SMSF clients and/or year end engagements.

4. Creating Interest — AI Hook

Introduce Bright's developing AI capability as a reason for the call. Let the accountant know that Bright is currently gathering feedback from practices across Australia on a new AI feature being built into BrightWorkpapers, and that you'd love to arrange a short session with one of the team so they can see it first-hand. Frame it as an opportunity for them — not a sales call — so they stay ahead of a genuinely game-changing development coming to the industry.

Suggested language: Part of the reason we're reaching out is that we're collecting feedback from practices on an AI feature we're developing for BrightWorkpapers. It's still in development and we're keen to get input from people doing this work day-to-day — would you be open to a short call so we can show you where it's heading and get your thoughts

4. Qualification Criteria

Prioritise and escalate prospects who meet the following criteria. Confirm these during the conversation:

●     The practice is based in Australia and works with Australian accounting compliance obligations.

●       They carry out SMSF compliance, audit, or reporting work for clients - OR they manage year end financial statements and tax returns.

●       They have at least one of the following: 10 General Audits, 5 Trust audits, 50 YE, or SMSF clients

●       They are not already an active BrightWorkpapers / MyWorkpapers customer.

●     A decision-maker or influencer is reachable - Principal, Practice Manager, Senior Accountant, or Partner.

●       They express any level of frustration, curiosity, or openness regarding their current process.

6. Information Logging

All activity must be logged on the same day as the interaction. Each record must include:

●     Contact and practice details.

●     Date and method of outreach (phone / email).

●     Summary of the conversation or email response.

●     Qualification status: Qualified / Not Qualified / Pending / No Answer.

●     Next action: Booked with Greg / Follow-up call / Email follow-up / No further action.

●     Any verbatim comments from the prospect that indicate pain, urgency, or objection.

Qualifications:

Essential

●     Experience in outbound phone-based sales, telemarketing, or lead generation.

●    Familiarity with the Australian accounting or professional services market.

●     Confident in making 60+ dials a day

●     Clear and professional verbal and written communication.

●     Comfortable following a script while adapting naturally to conversation.

●     Able to ask open questions, listen actively, and recognise buying signals.

●     Disciplined with data: logs every call, every outcome, every detail.

●     Self-motivated and comfortable working to daily activity targets.

Desirable

●     Basic understanding of SMSF compliance obligations or year end accounting workflows.

●     Prior experience in SaaS or technology lead generation.