APAC Sales Lead

📋 Description

• • Lead and execute a disciplined, bottom-up, user-led B2B SaaS sales motion across APAC, focusing on landing with project teams and expanding into enterprise agreements within construction and infrastructure sectors.
• • Own and consistently hit personal sales quota while managing a pod of two reps (Account Executive and Business Development Manager), ensuring all pipeline activities meet rigorous standards.
• • Maintain 100% discipline in weekly pipeline reviews, deal hygiene, forecast accuracy, and qualification rigor for both your own portfolio and your team’s deals.
• • Master and coach all sales demos—actively listen to calls, conduct live practice sessions, and deliver direct, actionable feedback to raise the performance bar for the entire pod.
• • Design and execute account strategies that prioritize high-potential contractors (e.g., Acciona, CPB Contractors, John Holland) and eliminate low-yield activities to maximize win rates.
• • Multi-thread relationships within key accounts across project teams, engineering, planning, and commercial functions to ensure deals are resilient and not dependent on single points of contact.
• • Partner closely with Customer Success and implementation teams to ensure seamless deployments that turn early users into champions, references, and drivers of organic expansion.
• • Lead and close enterprise-stage deals when project-level success naturally escalates into company-wide contracts, owning the strategy, presentation, negotiation, and closing process.
• • Leverage proven success stories, deployment patterns, and case studies from AU/NZ to identify and enter new verticals, project types, and geographies across the broader APAC region.
• • Build and protect the operational rhythms of the sales function: consistent cadence in coaching, pipeline management, and account strategy sessions—because consistency, not innovation, drives results.
• • Coach reps to adopt the “Help First” philosophy, embedding customer success as the core driver of commercial outcomes—no deal is won without enabling the end-user to succeed.
• • Continuously refine and elevate the sales playbook through execution, observation, and feedback—not by reinventing it, but by executing it with higher precision.
• • Serve as the regional ambassador for Aphex’s culture, representing the company’s mission to transform construction delivery through clarity, visibility, and empowered teams.
• • Act as the bridge between field execution and product strategy, feeding real-world customer insights back into the organization to inform product development and market expansion.
• • Maintain a relentless focus on deal velocity and qualification, ensuring no opportunity slips due to missed cadence, poor coaching, or lack of nurtured champions.
• • Represent Aphex at industry events, client sites, and internal forums to reinforce market leadership and deepen trust with key stakeholders in major infrastructure projects.
• • Drive alignment between sales, marketing, and customer success to ensure consistent messaging, validated use cases, and accelerated adoption across APAC.
• • Proactively identify and address gaps in the sales motion through observation and data, not speculation, keeping the team focused on what works and eliminating noise.
• • Own the transition of early adopters into strategic enterprise clients by understanding and influencing the decision-making layers beyond the initial project team.
• • Maintain detailed, accurate records in CRM and sales tools, ensuring transparency and accountability across all stages of the sales lifecycle.