As a founding member of our Australia Revenue Strategy & Operations team, you'll be instrumental in driving revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies.
You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale , and contributing to the broader APJ regional strategy.
You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.
Responsibilities:
Go-to-Market Strategy:
- Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
- Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
- Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities , both within ANZ and in coordination with adjacent APJ markets.
- Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
- Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.
Cross-Functional & Regional Leadership:
- Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
- Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
- Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
- Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.
Operations & Infrastructure:
- Execute critical processes including strategic account transitions, CRM configurations, and market data management.
- Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
- Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.
You may be a good fit if you have:
- 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
- Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
- Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
- Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
- Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
- Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
- Experience advising or partnering with regional leadership on GTM strategy
- Based in Australia with working proficiency in English
Strong candidates may also have:
- Track record of scaling sales organizations through 3x+ growth periods in B2B software
- Prior people management experience, or readiness to build and lead a team as the function scales
- Experience working across multiple APJ markets or coordinating regionally distributed S&O work
- Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
- MBA or advanced degree
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