APAC Regional Commercial Director.

What we are looking for:

To support us on our mission, we’re seeking a highly motivated APAC Regional Commercial Director. In this role, you will own the overall commercial performance of the region, with full accountability for revenue growth, market development and the execution of the regional go-to-market strategy. You will serve as the commercial leader for the region, coordinating Direct Sales, Channel, Customer Experience, including Engagement and Renewals, and Demand Generation while collaborating with centralized Shared Services to achieve regional objectives.

Own Regional Revenue & Performance

• Take accountability for total regional revenue across Direct and Channel sales motions
• Deliver annual and quarterly revenue, ARR, bookings, retention and growth targets
• Own the regional commercial forecast and ensure forecast accuracy
• Develop bottom-up regional budgets, targets and resource requirements

Lead Regional Go-to-Market Execution

• Translate the global commercial strategy into a regional execution plan
• Define regional and country priorities, market segmentation, ideal customer profile focus and coverage strategy
• Balance investment across Direct, Channel, Enterprise, SMB and Customer Expansion motions
• Identify new markets, partners, customer segments and growth opportunities

Channel & Partner Leadership

• Act as the Distribution Manager, managing distributor relationships and contracts while recruiting and developing the right partner ecosystem to achieve regional Channel revenue targets
• Define distributor and reseller coverage requirements by country
• Ensure effective partner recruitment, activation, development and performance management

Direct Sales Leadership

• Ensure effective territory, account and pipeline management
• Optimize inbound sales, drive proactive outbound activities, develop Enterprise business and increase pipeline generation
• Establish clear performance expectations and an effective operating cadence for regional Sales teams

Customer Growth & Retention

• Take accountability for regional Gross Revenue Retention, Net Revenue Retention, churn and expansion
• Lead the Customer Experience team in supporting onboarding, engagement, renewals, upselling and win-back activities for customers across Direct, Digital and Channel motions
• Address strategic customer risks and expansion opportunities
• Ensure regional customer insights are incorporated into commercial decisions

Demand Generation & Pipeline

• Partner with Demand Generation to establish regional pipeline requirements
• Define priority industries, segments, countries, campaigns and target accounts
• Monitor funnel conversion and pipeline coverage
• Ensure sufficient pipeline exists to support regional growth targets

Commercial Operations & Governance

• Lead regional weekly and monthly operating reviews
• Maintain disciplined pipeline, forecast, performance and KPI management
• Use standardized dashboards, reporting processes and commercial playbooks
• Ensure regional teams comply with global commercial policies, pricing, discounting and governance requirements

Basic Qualifications:

• Easy to work with
• Sense of urgency and the ability to multitask and manage time effectively in a fast-paced environment
• Ability to manage multiple revenue motions rather than operating solely as a Sales Manager
• Strong analytical skills and the ability to use data to make informed decisions
• Ability to coordinate effectively across centralized functions and hold teams accountable
• Positive attitude and willingness to learn and adapt to changing business requirements
• Very strong ability to listen attentively, apply logic and reason, follow through and demonstrate a can-do attitude
• Excellent verbal and written communication skills in English

Preferred Skills and Experience:

• Relevant experience in a commercial leadership position within a software or technology company
• Deep understanding of APAC markets and the Enterprise software industry
• Experience using CRM systems such as Salesforce to manage sales pipelines and customer data
• Knowledge of effective sales methodologies for managing high-velocity deal cycles

Are you ready for exciting tasks in an agile work environment with both a professional and collegial atmosphere? Apply now! If you have any questions, feel free to reach out to Kristy Cheng, Admin & HR Manager.