Director of Sales, APJ

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

📋 Description

• Facilitate active sales efforts within enterprise and strategic accounts throughout the APJ region while developing the team and playbook.

• Recruit, hire, onboard, and mentor Account Executives across Enterprise, Expansion, and Digital Native segments.

• Provide coaching and support to representatives through deal reviews, call shadowing, and structured training programs.

• Formulate Arize's go-to-market strategy for APJ, encompassing territory structure, ideal customer profiles, competitive positioning, and prioritized sub-markets.

• Create and implement a regional sales playbook that includes localized messaging, outbound strategies, and frameworks for enterprise deals.

• Adapt sales tactics and strategies based on market insights, win/loss analysis, and representative performance metrics.

• Achieve APJ revenue goals while ensuring accurate forecasting.

• Generate pipeline through outbound efforts, partnerships, and marketing-sourced initiatives in collaboration with SDRs, RevOps, and Marketing.

• Deliver data-driven insights into APJ performance, risks, and opportunities.

• Collaborate with Solutions Engineering for technical evaluations and proofs of concept.

• Work together with Product and Marketing to provide APJ-specific feedback, prioritize roadmaps, and develop content and campaigns.

• Identify, cultivate, and enhance channel and technology partnerships within APJ.

• Ensure smooth transitions from sales to Customer Success for long-term account growth.

⛳️ Requirements

• Over 4 years of sales management experience in building and scaling B2B SaaS teams within the APJ region.

• Proven history of increasing revenue in APJ.

• More than 4 years of experience as an individual contributor in a technical sales role before transitioning to management.

• Experience in meeting quotas and successfully closing complex, multi-stakeholder deals.

• Comprehensive understanding of the APJ market, including regional buyer behaviors, business culture, legal aspects, and competitive landscape.

• Demonstrated success in building and scaling teams in an early-stage startup or high-growth company environment.

• Outstanding communication and cross-functional collaboration abilities across different time zones.

• Entrepreneurial spirit with the capability to create programs, playbooks, and processes from the ground up.

• Proficient in AI tools and their application to enhance team productivity and effectiveness.

• Experience in selling AI infrastructure, developer tools, or data platforms to engineering and technical audiences is advantageous.

• Established connections with APJ-based channel partners, system integrators, or cloud ecosystem partners is a plus.

• Must be located in Singapore.

🏝️ Benefits

• Competitive equity package.

• Monthly work-from-home stipend for co-working spaces.

• Option to work in-person from offices in New York City or the San Francisco Bay Area.