APAC Sales Lead

This is a fully remote position, open to applicants in Australia.

📋 Description

• Manage a disciplined pipeline effectively. Ensure forecast accuracy, conduct weekly pipeline reviews, maintain deal hygiene, and enforce qualification rigor for your own accounts and the team.

• Take ownership of account strategies and focus areas. Identify suitable accounts, design effective plays, and guide the team on where we can succeed and where efforts may be wasted.

• Conduct and mentor exceptional demos. Excel in The Demo Challenge yourself. Establish a coaching and feedback loop - reviewing calls, leading practice sessions, and providing constructive feedback to elevate everyone's performance.

• Execute successful deployments and cultivate champions. Collaborate closely with our Customer Success Management (CSM) team to ensure that the projects we secure lead to advocates, references, and further engagements.

• Foster multi-threaded relationships within accounts. Build connections across project teams, planning, engineering, and commercial sectors, and educate your team to do the same. Single-threaded deals are inherently fragile.

• Lead enterprise-level deals. When project success transitions into an enterprise opportunity, take charge of the strategy, presentation, and closing process.

• Broaden our initiatives across the Asia-Pacific region. Utilize our AU/NZ successes - customer stories, case studies, and deployment patterns - to penetrate new project types, verticals, and regions.

⛳️ Requirements

• Proven experience in executing B2B SaaS land-and-expand motions, whether user-led, project-based, or team-led, with a consistent record of meeting quotas.

• Masterful in conducting demos. You can engage a skeptical practitioner and transform them into a champion, and you can impart this skill to others.

• Highly disciplined in maintaining rhythm. Weekly pipeline reviews, call coaching, and account strategy sessions occur consistently under your supervision, as you recognize that consistency is key.

• A genuine passion for both selling and coaching, with a track record of significantly improving the performance of your sales representatives.

• Embrace a "Help First" approach, operating with the belief that customer success and commercial success are intrinsically linked.

• Exhibit high ownership, continually elevating the standards of the playbook rather than merely adhering to it.

• Experience in selling to construction, infrastructure, engineering, or the built environment is highly valued.

• A successful history of managing multi-threaded accounts and converting land opportunities into enterprise agreements is highly valued.

• Early go-to-market hire experience at a growing SaaS company is highly valued.

• Experience collaborating closely with CS/implementation teams, where deployment quality is integral to the sales process, is highly valued.

• Interest or experience in developing go-to-market strategies for new verticals or geographical areas is highly valued.

• Not seeking pure enterprise sellers who require procurement involvement for deals to feel substantive; our approach initiates with the project team.

• Not looking for leaders who prefer to reinvent the playbook rather than execute it; our strategy is effective based on discipline, not reinvention.

• Not interested in pure people managers who have stepped away from selling; this role is actively hands-on.

• Not looking for individual contributors who are unwilling to coach or lead others.

🏝️ Benefits

• Competitive compensation package: Attractive base/variable split with substantial potential based on both personal and team performance.

• Exceptional team environment: Join a high-performing, truly collaborative go-to-market team across Australia, the UK, and Europe.

• Significant impact: Influence the delivery of major infrastructure projects in Australia and New Zealand.

• Authentic development opportunities: Engage in ongoing training, learning, and coaching to enhance your skills, along with a training allowance.

• Team bonding: Participate in the annual Aphex Offsite; our entire team spent a week together in Da Nang, Vietnam, in 2025, and in 2026, we will head to Krabi, Thailand.

• Commitment to culture: We are dedicated to making a meaningful impact together and strive to embody this principle every day.