Head of Asia GTM

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

📋 Description

• Develop and implement Vinci’s commercial strategy throughout Asia.

• Identify markets, accounts, and business units where Physics AI can achieve the highest ROI.

• Own the regional revenue targets and convert company objectives into regional priorities.

• Build and oversee the regional sales organization, encompassing hiring, onboarding, coaching, performance management, and career development.

• Create and foster a high-performance sales culture.

• Build and sustain relationships within Tier 1 semiconductor accounts.

• Drive land-and-expand sales initiatives.

• Personally manage strategic opportunities from the discovery phase and value alignment through contract negotiations, culminating in multi-million-dollar deal closures.

• Coordinate efforts between Sales, Field Pre-sales, Engineering, and Product resources for technical evaluations and production deployments.

• Build and manage relationships with resellers, service partners, distributors, and channel partners.

• Establish territory planning, conduct pipeline reviews, forecasting, performance management, and sales methodology.

• Maintain a disciplined regional 4X pipeline.

• Implement MEDDIC/MEDDPICC, Force Management, Challenger, and evangelical selling methodologies.

• Provide insights regarding regional customers, competitors, market dynamics, and partners to company leadership and Product.

• Participate in significant travel throughout Asia to engage with strategic customers, support the sales team, and expand the regional business.

⛳️ Requirements

• Minimum of 10 years of experience in Enterprise software sales, including substantial experience in managing and developing enterprise sales teams.

• At least 5 years of direct people management experience, focusing on hiring, coaching, performance management, and the development of enterprise sellers.

• Demonstrated success in building and leading sales organizations and holding responsibility for a regional revenue number.

• Proven ability to meet or exceed significant enterprise sales quotas and close complex six-to-seven-figure deals.

• In-depth understanding of the semiconductor ecosystem, including EDA tools, fabless versus IDM models, and advanced packaging (2.5D/3D IC).

• Exceptional skill in communicating vision and value to VP and C-level executives.

• Ability to discuss physics simulations and Vinci’s influence on design, validation, and manufacturing workflows.

• Established network of senior leadership contacts at major semiconductor companies throughout Asia.

• Experience in selling through and/or managing resellers, service partners, distributors, or other channel partners.

• Background in Mechanical or Electrical Engineering is preferred.

• Sales leadership experience at a prominent EDA firm or a rapidly growing AI for Engineering startup is preferred.

• Experience in building and scaling a regional sales organization in Asia is preferred.

• Existing senior semiconductor leadership contacts across Taiwan, South Korea, Japan, Singapore, and other Asian markets are preferred.

• Experience with Land and Expand strategies in siloed engineering organizations is preferred.

• Experience in establishing a new market where the category and buying motion are still being defined is preferred.

• Experience in building and leveraging a partner ecosystem is preferred.

• Evangelical and Challenger selling skills founded on MEDDIC/MEDDPICC/Force Management methodologies are preferred.

🏝️ Benefits

• Uncapped OTE compensation.

• Collaborate with world-class engineers and researchers.

• Fast-paced startup environment.

• Opportunity to shape the future of AI in hardware design.

• Ownership of the commercial strategy for influential semiconductor companies.