Strategic Sales Director, APAC

This is a fully remote position, open to applicants in Australia, +1 more country.

📋 Description

• Take charge of the entire APAC enterprise sales cycle, from account targeting and pipeline generation to discovery, value modeling, negotiation, and closing.

• Formulate strategies for high-priority accounts and cultivate relationships with C-suite and VP-level executives across essential business functions.

• Oversee intricate enterprise sales processes involving multiple stakeholders.

• Construct business cases and navigate through procurement, legal, and security evaluations.

• Coordinate internal resources to secure significant opportunities worth six to seven figures.

• Establish and enhance Zipline’s go-to-market strategy in Australia and the APAC region.

• Identify effective regional approaches, foster relationships and networks, and share market insights.

• Set strategic direction and execute independently in a developing market.

• Collaborate with Solutions Consulting, Marketing, SDRs, Product, Customer Success, and Sales leadership.

• Organize demos, business cases, proofs of concept, executive engagements, and other deal resources.

• Relay customer feedback, competitive intelligence, and emerging trends internally.

• Keep an accurate pipeline and forecast in Salesforce and Clari.

• Employ structured sales methodologies to qualify and prioritize opportunities.

• Represent Zipline at industry events, customer meetings, trade shows, and networking opportunities throughout the region.

⛳️ Requirements

• A minimum of 10 years of experience in enterprise SaaS sales.

• Proven track record of closing complex, multi-stakeholder deals, preferably in the six- to seven-figure TCV range.

• Experience in selling to large enterprise organizations, ideally major retailers or complex consumer-facing businesses.

• Capability to develop a territory or market where the sales strategy, local infrastructure, or brand presence is still evolving.

• Proficiency in prospecting, crafting account strategies, conducting discovery, developing executive business cases, negotiating, and closing deals.

• Strong executive presence and credibility with C-suite and VP-level stakeholders.

• Understanding of complex enterprise buying processes.

• Experience in navigating procurement, legal, IT, security, and other stakeholder requirements.

• Familiarity with MEDDICC, Command of the Message, Challenger, or Value Selling methodologies.

• Strong business acumen and the ability to work autonomously.

• Collaborative experience working alongside Solutions Consulting, Marketing, Product, and Customer Success teams.

• Comfort operating across global teams and time zones in a remote-first environment.

• Willingness to travel within Australia and the APAC region as needed.

• Existing networks within the Australian or broader APAC retail market are advantageous.

• Knowledge of retail operations, frontline communications, or workforce technology is considered a plus.

🏝️ Benefits

• Remote-first culture with fully remote work options.

• Stock options available.

• Flexible time-off policy.

• Monthly stipend for coffee-shop expenses.

• Fully paid one-month sabbatical after five years of service.

• Comprehensive medical, dental, and vision coverage.

• Annual company off-site events.

• Paid time off each quarter for volunteering activities.

• Unlimited access to Udemy Business for professional development.

• Career development discussions with management.

• Salary ranges include 5-10% higher-cost-of-living market multipliers, depending on location.