jonpaulmichailEnterprise Sales & Business Development · Australia jonpaulmichail the record and how I work Speak with me ↗
Enterprise sales and partnerships · Australia

Jon-Paul Michail

I win and grow enterprise partnerships with Australia’s biggest brands, from the first meeting to the signed deal, and I build the teams that keep doing it.

  • NowHead of Business Development, Velocity Frequent FlyerVirgin Australia’s loyalty business. FY26 record results for billings, EBIT and new partner launches
  • BeforeHead of Enterprise Sales ANZ, DoorDashJoined June 2021, among the first 50 people at DoorDash Australia, and central to the New Zealand launch
  • Record175–200% average quarterly quota attainmentAcross three DoorDash roles, met or beaten every quarter for four-plus years
Speak with me → LinkedIn
Fig. 01   PortraitMelbourne
Jon-Paul Michail
Jon-Paul Michail
Brands I’ve worked with
DoorDash McDonald’s KFC Domino’s Subway Bunnings Warehouse Velocity Frequent Flyer Commonwealth Bank NAB Ampol Officeworks Amazon bp Olympic Channel AFL

Enterprise sales and business development

Here’s what I bring to your team.

Jon-Paul Michail, Melbourne. 15+ years across technology, SaaS, digital commerce, payments, loyalty and financial services.

I

Chapter one

The record

I have negotiated major enterprise partnerships with McDonald’s, Guzman y Gomez, Subway, BWS, Ampol, Amazon, Bunnings, Officeworks, KFC, Hungry Jack’s, Red Rooster, Domino’s, Super Retail Group and Costco, to name a few.

01 ·The numbersFig. 02

Quota met or beaten every quarter for four-plus years.

175–200%

average quarterly quota attainment across three DoorDash roles, met or beaten every quarter for four-plus years

A$50–250M

in annual platform sales per deal I closed at DoorDash. The largest did A$250M in its first year, A$150M of it incremental

1st

time DoorDash Australia reached positive variable profit, after the national pricing and contract review I led

FY26

record results at Velocity Frequent Flyer for billings, EBIT and new partner launches, leading the business development team

Platform sales are the customer’s sales through DoorDash. They are not contract value or ARR.

II

Chapter two

How I work

A seller first, who has also built and run the team. High standards and accountability, with energy, openness and humour.

01

The buyers already know me

The big grocers: Coles, Woolworths, ALDI, IGA, Costco and Foodstuffs NZ. The big QSR brands, from McDonald’s and KFC to Hungry Jack’s and Red Rooster. Banks and insurers at Velocity, including Commonwealth Bank, NAB, ubank and QBE.

02

I sell the integration, not just the software

I’ve worked with partners’ specialist teams to scope and coordinate API, POS and delivery integrations through to launch.

03

I run the hard negotiations

Renewals, expansions and multi-product deals, with executives, Product, Legal, Finance and Procurement all in the room. Scotwork-certified in negotiation.

04

I’ve opened markets from early

Among the first 50 at DoorDash Australia, then the New Zealand launch, signing the national QSR and FMCG brands that made it work.

05

I carry a number and lead

Half my target was my own pipeline, and the largest deals stayed with me. Three direct reports and twelve dotted-line account managers. Pipeline reviews, forecasting and deal inspection, with qualification informed by MEDDICC.

06

I work AI-first

I use AI agents for account research, pipeline analysis, forecast reviews and negotiation preparation, and I check every output against its source. The company pages I send are built that way.

III

Chapter three

Where I’ve been

Loyalty and delivery platforms, a robotics start-up, my own media company with my brother, and sport. Every role was about opening doors and closing deals.

02 ·CareerFig. 03
  1. 2025–now

    Velocity Frequent FlyerHead of Business Development

    Business development for Velocity and Virgin Australia Business Flyer. FY26 record results for billings, EBIT and new partner launches

  2. 2023–2025

    DoorDashHead of Enterprise Sales ANZ

    New business, expansion and renewals across ANZ. Led the team and kept the largest negotiations

  3. 2021–2023

    DoorDashStrategic Partnerships

    Among the first 50 in Australia. Negotiated partnerships across QSR, grocery, liquor and convenience, and helped launch New Zealand

  4. 2019–2021

    MMAPTHead of Global Partnerships

    Robotics and cloud software for ecommerce imagery. Won Amazon, ALDI, LEGO, Officeworks and David Jones

  5. 2018–2019

    Mandoe MediaBusiness Development Manager

    Cloud digital-signage software. Full sales cycle, and multiple sales awards

  6. 2015–2018

    PLGRM Media GroupCo-founder, Group Director

    Built with my brother: 50 original films and more than 100 million views, plus branded work for Swisse, Red Bull and CBRE

  7. 2011–2016

    FIA Sports ManagementPartnerships Director

    Exclusive rights to represent FC Barcelona commercially in Australia and New Zealand. More than $10 million in partnership revenue

EducationBachelor of CommerceSports Management and Marketing, Deakin University
NegotiationScotwork Advancing NegotiationCertified, 2026
CommunityPresident, Old Melburnians Soccer Club2018 to now
LeadershipDirector, AmCham and BBBS Leadership Council2022 to 2025
03 ·Brands I’ve worked withFig. 04

Grocery, quick-service, retail, banking and sport. Plus the ones above.

Coles Woolworths ALDI IGA Costco Hungry Jack’s Red Rooster Guzman y Gomez Grill’d Nando’s El Jannah Gelato Messina 7-Eleven JB Hi-Fi Airtasker Australia Post LEGO Swisse Red Bull Visa Mastercard AMP QBE ubank Event Cinemas Village Cinemas FC Barcelona Liverpool FC Chelsea FC Manchester United Manchester City

Banking, payments & insurance · Commonwealth Bank · NAB · ubank · Unloan · Visa · Mastercard · AMP · QBE · MLC · BDO

Restaurants & grocery · Coles · Woolworths · ALDI · Costco · IGA · Foodstuffs NZ · KFC · Hungry Jack’s · Red Rooster · Domino’s · Guzman y Gomez · Grill’d · Nando’s · El Jannah · Gelato Messina · me&u · BWS

Retail, fuel & consumer · 7-Eleven · Myer · JB Hi-Fi · Super Retail Group · Officeworks · Airtasker · Australia Post · Amazon · Amazon Prime · David Jones · LEGO · Swisse · Red Bull · Jeep · bp · Ampol · FleetCard

Travel, sport & entertainment · Inspiring Vacations · Event Cinemas · Village Cinemas · AFL · Olympic Channel · FC Barcelona · Liverpool FC · Chelsea FC · Manchester United FC · Manchester City FC · Boiler Room · Dream Home Art Union (RSL Queensland)

Property, government & education · CBRE · WorkSafe Victoria · City of Melbourne · Victoria University

IV

Chapter four

How I’d grow your biggest accounts

Drag the line, or switch between the two. This is a typical enterprise book today, and twelve months after I take it on.

04 ·Before and afterFig. 05

Today

Big accounts, thin relationshipsOne contact per account, and no one at the executive tableGap
Deals stall lateProcurement, legal and security surface at the end, not the startGap
A forecast built on hopePipeline reviewed, but not inspectedGap
A product that worksCustomers who would say so, if askedAsset

Twelve months on

Executive relationshipsSeveral people in each account, including the one who signsOwned
Deals that close on timeProcurement, legal and security mapped from the first meetingOwned
A forecast you can trustEvery deal inspected against a clear qualification standardOwned
References that sellNamed customers who take the next buyer’s callOwned
05 ·How I work a big accountFig. 06

From first call to signed deal, then bigger.

The same four steps at every account that matters. A deal moves on only when it has an owner, a real problem with a number on it, a route to a decision and an agreed measure of success.

Step 1

Open

  • Call the people I know and get the owner of the problem in the room
  • One problem and one opening line per account

Out: the right first meeting

Step 2

Size

  • Discovery on their own numbers
  • A business case they would present themselves

Out: a case with a number on it

Step 3

Close

  • Commercials, legal, procurement and security run in parallel, not in turn
  • Negotiated to a deal both sides want to renew

Out: a signed deal

Step 4

Grow

  • Launch well, read out results, agree the next product or market
  • Ask for the reference

Out: expansion and a reference

For companies entering Australia, I build a dedicated page: the accounts I’d start with, who I’d call at each, and why now.

V

The next step

Thirty minutes. Your biggest accounts. How I’d grow them.

Bring your product and your target list. I’ll bring the people I’d call first.

Speak with me → LinkedIn

Or reach me directly

+61 439 660 433

Open to all of them. Melbourne time.

Notes
  1. Figures are from Jon-Paul’s own record at DoorDash (2021–2025) and Velocity Frequent Flyer (2025–now).
  2. Platform sales are the customer’s sales through DoorDash, not contract value or ARR.
  3. Brand names belong to their owners. Listed brands are ones Jon-Paul has worked with; none endorses this page.