Sales Manager, APJ

TL;DR

Sales Manager (APJ): Lead new-business Account Executive team across Australia and APJ region for a modern People platform with an accent on complex multi-stakeholder deals spanning $30k-$200k ARR. Focus on forecasting, pipeline discipline, coaching reps through live deals, and building scalable sales processes like MEDDPICC.

Location: Based in Sydney, Hybrid (Australia)

Company

Modern People platform (HR tech) with a high-performing global go-to-market team driving growth in APJ.

What you will do

• Own and deliver quarterly new-business ARR goals for the team.
• Forecast accurately and maintain strong pipeline discipline for leadership visibility.
• Develop AEs through growth plans, call reviews, and live deal coaching.
• Work alongside team on complex opportunities to help close deals.
• Build scalable processes for pipeline management, account planning, and execution.
• Embed MEDDPICC playbooks and model commercial negotiation with senior stakeholders.
• Identify risks early, manage up with clarity, and collaborate across teams.

Requirements

• Based in Sydney for hybrid work.
• Proven track record leading frontline quota-carrying SaaS sales teams in high-growth.
• Player-coach instincts, deep in complex multi-threaded solution selling.
• Proficiency in MEDDPICC or equivalent frameworks.
• Experience in multi-module SaaS at scale-up or pre-IPO stage.
• Comfort building processes in evolving environments without perfect playbook.

Culture & Benefits

• Pre-IPO equity options.
• 20 days annual leave + birthday day off + quarterly balance days.
• Work-from-home setup allowance and weekly in-office lunches.
• Headspace access for mental wellbeing and paid baby bonding leave.
• Work From Anywhere for up to two months a year.