Regional Director, Commercial Sales ANZ

Responsibilities

• Hire, coach, and develop a team of Commercial Account Executives focused on new-logo acquisition across Australia and New Zealand.
• Lead execution against pipeline generation, revenue, forecasting, and customer acquisition goals.
• Coach Account Executives through prospecting, qualification, deal progression, negotiation, and close.
• Drive pipeline generation through product-led signals, inbound demand, outbound prospecting, referrals, events, and targeted account strategies.
• Establish operating discipline through pipeline reviews, forecast calls, deal inspections, territory planning, and one-on-one coaching.
• Partner with Marketing, RevOps, Customer Success, Solutions Engineering, and Sales leadership to improve lead flow, account coverage, customer handoffs, and sales productivity.
• Refine regional sales playbooks and share customer insights to improve messaging, positioning, and go-to-market execution.
• Support strategic customer conversations involving technical buyers and competitive opportunities.
• Foster accountability, continuous learning, customer obsession, and execution excellence.
• Recruit and develop sales talent and build an internal pipeline for future sales leaders.

Requirements

• Experience leading a first-line Commercial Sales team, including hiring, coaching, and developing high-performing Account Executives.
• Proven success leading Commercial, Mid-Market, acquisition, velocity, PLG, or digital-native sales teams within a high-growth technology company.
• Strong sales management fundamentals, including pipeline inspection, forecasting, territory planning, deal coaching, and performance management.
• Ability to build predictable pipeline through outbound prospecting, account prioritization, signal-based selling, and inbound conversion.
• Excellent coaching skills and a record of improving team performance and developing successful Account Executives.
• Experience selling to or leading teams focused on technical buyers in engineering, developer, infrastructure, security, or modern software organizations.
• Strong operational discipline and ability to balance structured execution with flexibility in a high-growth environment.
• Collaborative leadership style and experience partnering across Marketing, RevOps, Customer Success, Finance, and other cross-functional teams.
• Excellent communication skills, sound judgment, and ability to influence across functions.
• Excitement about AI-native software development and helping developers build faster with AI.