Regional Sales Director, APAC (Hybrid)

2 нед. назад

AustraliaWorldwideDirectorHybrid

Lead and expand the APAC sales organization for a global connectivity company with a focus on outbound sales culture.

Обязанности

As we continue to expand across the Asia-Pacific region, we're seeking a results-driven Regional Sales Director to lead our APAC sales organization. You'll take the foundation we've built in ANZ and scale it into Singapore and broader APAC—building an outbound-first culture in a region where inbound doesn't exist, coaching early-stage AEs into quota-carrying killers, and navigating the most diverse sales territory on the planet.
This is a player-coach role. You'll be as comfortable rolling up your sleeves in deals as you are leading a team toward aggressive growth goals. You'll own the full P&L of the region—bookings, pipeline coverage, team productivity, and ramp—and serve as 's evangelist across APAC markets.
This is a build, not a manage. Expect to be hands-on for the first 12 months.

Будет плюсом

Experience selling CPaaS, UCaaS, telecom, cloud infrastructure, or developer-platform products
Has scaled a sales team from <6 to 8+ reps and knows what breaks when you double a team
Partner/channel experience in APAC markets
Familiarity with tools such as Salesforce, Salesloft, Slack, Openclaw, Hermes Agent
Experience with AI-powered communications technologies (Voice AI, real-time transcription, LLM inference)

Другое

is an industry leader that's not just imagining the future of global connectivity—we're building it. From architecting and amplifying the reach of a private, global, multi-cloud IP network , to bringing hyperlocal edge technology right to your fingertips through intuitive APIs, we're shaping a new era of seamless interconnection between people, devices, and applications.
We're driven by a desire to transform and modernize what's antiquated, automate the manual, and solve real-world problems through innovative connectivity solutions. As a testament to our success, we're proud to stand as a financially stable and profitable company. Our robust profitability allows us not only to invest in pioneering technologies but also to foster an environment of continuous learning and growth for our team.
Our collective vision is a world where borderless connectivity fuels limitless innovation. By joining us, you can be part of laying the foundations for this interconnected future. We're currently seeking passionate individuals who are excited about the opportunity to contribute to an industry-shaping company while growing their own skills and careers.
Inherit, assess, and develop a team of 4 AEs and 4 BDRs based in Sydney, scaling to 8 AEs by 2027
Run regular deal clinics, call reviews, and role-plays—coach from the call recording, not the dashboard
Build a culture of accountability, continuous improvement, and execution
Hire, onboard, and mentor AEs and BDRs in the APAC market; build a pipeline of candidates before reqs open
Build a prospecting engine that generates predictable pipeline across ANZ, Singapore, Japan, and broader APAC
Structure BDR→AE handoffs with measurable conversion targets (60%+ SQO-to-Stage-1)
Achieve and maintain 3x+ pipeline coverage—not by inflating pipeline, but by building it
Develop market-specific prospecting playbooks (ANZ, Singapore, Japan, Southeast Asia)
Segment APAC into Tier 1 (ANZ, Singapore—active selling), Tier 2 (Japan, Hong Kong—relationship building), and Tier 3 (India, Southeast Asia—future investment)
Navigate distinct buying cultures: direct ANZ, relationship-first Japan, price-sensitive Southeast Asia, volume-driven India
Understand competitive landscapes per market (Twilio in ANZ/Singapore, NTT/KDDI in Japan, Singtel in Singapore, Tata in India) and adjust the pitch accordingly
Own and execute strategies to acquire new logos across mid-market and enterprise segments
Equip the team to sell across 's full product ecosystem—voice, messaging, networking, storage, and AI-powered communications
Champion 's AI-powered offerings (Voice AI, real-time transcription, LLM inference) as part of comprehensive deals
Build and leverage partner/channel relationships in markets where partners are the primary route to market (Japan, Southeast Asia)
Deliver accurate pipeline reporting and forecasting via Salesforce, with strong focus on opportunity hygiene and conversion metrics
Enforce MEDDPICC discipline—inspect evidence at each stage, not just check the box
Maintain forecast accuracy within 10–15% across consecutive quarters
Run a weekly pipeline review that's 30 minutes, not 2 hours
Collaborate closely with Pre-Sales, Marketing, Customer Success, Partnerships, and BDR teams to create an integrated revenue engine
Advocate for APAC resources, product investment, and market-specific needs with HQ
Push back on HQ priorities when APAC reality demands it, in a way that builds trust
Act as a evangelist across APAC—at regional conferences, industry events, customer sessions, and partner ecosystems
Build inbound gravity through presence: keynotes, partner co-marketing webinars, customer advisory dinners
Run internal enablement sessions ensuring every AE can sell across the full product portfolio with equal fluency
Get on top of 's product portfolio and market constraints fast—understand SIP trunking, TeXML vs. Call Control, USD pricing implications, and what can and can't do in each APAC market
Layer in process during natural cadences, not as a multi-week reorg that pulls reps off the phones
Build revenue strategy around reality, not assumptions from a previous company
8+ years in B2B technology sales, with 4+ years in a team leadership role
Has managed a team of 4+ quota-carrying AEs (not just BDRs/SDRs)
Multi-country APAC experience—has sold or led teams across at least 3 APAC markets with distinct buying cultures
Currently based in Sydney, or willing to relocate (this is an in-office role 3–4 days/week with the team—not remote, not Singapore-based)
Has built an outbound pipeline engine from scratch—didn't inherit a brand that generates inbound
Has implemented and enforced a structured qualification framework (MEDDPICC, MEDDIC, or similar) across a team
Forecast accuracy within 15% for multiple consecutive quarters
Has hired 5+ AEs/BDRs in the APAC market and can discuss the local talent landscape
Has operated lean—led teams through real constraints (thin SE coverage, time zone isolation from HQ, limited budget) and found creative solutions instead of using them as excuses
Professional fluency in English
A strategy-only leader who doesn't coach deals—this team needs hands-on coaching, not another deck
Someone who's only succeeded in one APAC country—APAC is too diverse for single-market experience
A big-company leader who needs a full bench (marketing team, SE team, RevOps, enablement)— APAC is lean
Someone who treats "APAC is different" as an excuse—it is different, but great leaders adapt and execute, not hide behind it
A first-time manager learning on the job—the team needs an experienced coach now
A leader who can't operate without frequent HQ access—APAC requires independent decision-making
The process-first director who spends weeks writing playbooks while the team stops closing deals—process should enable selling, not pause it
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