APAC Regional Commercial Director

What we are looking for:

To support us on our mission, we're seeking a highly motivated APAC Regional Commercial Director. The Regional Commercial Director owns the number and is accountable for the commercial outcomes for the region. You will own the overall commercial performance of the region, with full accountability for revenue growth, market development, and execution of the regional GTM strategy.

The Regional Commercial Director serves as the commercial leader for the region, coordinating Direct Sales, Channel, Customer Experience (Engagement & Renewals), Demand Generation, and working with centralized Shared Services to achieve regional objective.

Together, we foster a friendly, encouraging, and competitive environment.

Key responsibilities:

Own Regional Revenue & Performance

• Accountable for total regional revenue across Direct and Channel motions

• Deliver annual and quarterly revenue, ARR, bookings, retention, and growth targets

• Own the regional commercial forecast and ensure forecast accuracy

• Develop bottom-up regional budgets, targets, and resource requirements

Lead Regional Go-to-Market Execution

• Translate global commercial strategy into a regional execution plan

• Define regional/country priorities, market segmentation, ICP focus, and coverage strategy

• Balance investment across Direct, Channel, Enterprise, SMB, and Customer Expansion motions

• Identify new markets, partners, customer segments, and growth opportunities

Channel & Partner Leadership

• Act as Distribution manager distributor and manage contracts, recruit, and grow the right ecosystem while delivering regional channel revenue targets

• Define distributor/reseller coverage requirements by country

• Ensure effective partner recruitment, activation, development, and performance management

Direct Sales Leadership

• Ensure effective territory, account, and pipeline management

• Optimize inbound, drive proactive outbound, develop enterprise, and increase pipeline generation

• Establish performance expectations and operating cadence for regional sales teams

Customer Growth & Retention

• Accountable for regional Gross Revenue Retention, Net Revenue Retention, churn, and expansion

• Responsible for Customer Experience team to support onboarding, engagement, renewals, upsell, and win-back execution for all customers across direct, digital, channel

• Address strategic customer risks and expansion opportunities

• Ensure regional customer insights are incorporated into commercial decisions

Demand Generation & Pipeline

• Partner with Demand Generation to establish regional pipeline requirements

• Define priority industries, segments, countries, campaigns, and account targets

• Monitor funnel conversion and pipeline coverage

• Ensure sufficient pipeline exists to support regional growth targets

Commercial Operations & Governance

• Run regional weekly/monthly operating reviews

• Maintain disciplined pipeline, forecast, performance, and KPI management

• Use standardized dashboards, reporting, processes, and commercial playbooks

• Ensure regional teams comply with global commercial policies, pricing, discounting, and governance.

Basic Qualifications:

• Easy to work with

• Sense of urgency and ability to multitask and manage time effectively in a fast-paced environment

• Ability to manage multiple revenue motions, not simply act as a sales manager

• Strong analytical skills with the ability to use data to make decisions

• Ability to coordinate effectively across centralized functions and hold teams accountable

• Positive attitude and willingness to learn and adapt to changing business requirements

• Very strong ability to listen attentively, apply logic and reason, follow-through, can-do attitude

• Excellent verbal and written communication in English

Preferred Skills and Experience:

• Relevant work experience in a software or technology company in a commercial leadership capacity

• Deep understanding of APAC regional markets and enterprise software

• Experience of using CRM systems such as Salesforce to manage sales pipelines and customer data.

• Knowledge of effective sales methodologies to manage high-velocity deal cycles.

What we offer:

• Ambitious and self-driven culture

• Generous leave entitlements

• Hybrid working mode (WFH)

• Personal and professional development focus and room for creative ideas

• Fun place to work where everyone is valued

• Free drinks and snacks