Strategic Sales Director, APAC

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

📋 Description

• Manage the entire enterprise sales pipeline and sales cycle within the APAC region, encompassing account targeting, pipeline generation, discovery, value modeling, negotiation, and closing.

• Formulate account strategies and cultivate relationships with C-suite and VP-level executives across various functions, including retail operations, communications, IT, HR, and Finance.

• Lead intricate enterprise sales processes involving multiple stakeholders.

• Construct business cases, navigate through procurement, legal, and security evaluations, and coordinate internal resources to secure significant six- and seven-figure deals.

• Define and enhance Zipline’s market entry strategy in Australia and APAC.

• Identify successful regional strategies, develop repeatable processes, build networks, and disseminate market insights.

• Establish strategy and operate independently in a developing market.

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

• Organize demonstrations, business cases, proofs of concept, executive engagements, and other resources for deals.

• Provide internal updates on customer feedback, competitive intelligence, and emerging trends.

• Ensure pipeline and forecast accuracy utilizing Salesforce and Clari.

• Apply structured sales methodologies to qualify, prioritize, and progress opportunities.

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

⛳️ Requirements

• Over 10 years of experience in enterprise SaaS sales.

• Proven history of successfully closing complex deals involving multiple stakeholders, preferably in the six- to seven-figure TCV range.

• Experience in selling to large enterprise organizations, ideally within major retail or complex consumer-facing sectors.

• Demonstrated capability to create a territory or market amidst developing sales processes, local infrastructure, or brand presence.

• Comprehensive commercial skills in prospecting, account strategy, discovery, executive business cases, negotiation, and closing.

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

• In-depth knowledge of enterprise purchasing processes and interactions with procurement, legal, IT, security, and other stakeholders.

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

• Excellent business judgment and the ability to operate autonomously.

• Proven collaborative experience with Solutions Consulting, Marketing, Product, and Customer Success teams.

• Comfortable working across global teams and time zones in a remote-first setting.

• Willing to travel across Australia and APAC as needed.

• Existing relationships within the Australian or broader APAC retail market are a plus.

• Experience in selling technology solutions to retail organizations is a plus.

• Strong understanding of retail operations, frontline communications, or workforce technology is advantageous.

🏝️ Benefits

• Remote-first culture with fully remote work options.

• Stock options available.

• Flexible time-off policy.

• Monthly stipend for coffee-shop expenses.

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

• Comprehensive medical, dental, and vision insurance policies.

• Annual company off-site events.

• Paid time off each quarter for volunteering activities.

• Unlimited access to Udemy Business for professional development.

• Opportunities for career development discussions with managers.

• Salary multipliers of 5-10% for high-cost-of-living markets, depending on location.