Regional Director, Enterprise, Growth

Role overview

We are looking for a Regional Director, Enterprise to lead a high-performing field sales team across a portfolio of strategic enterprise accounts in Australia. You will own regional go-to-market execution, drive new business and expansion, and build deep, executive-level relationships, particularly across key Financial Services customers in ANZ.

In this role, you will be responsible for a set of high-potential territories and will partner closely with cross-functional stakeholders in Solutions Consulting, Customer Success, Marketing, and Partner/Alliances.

We are looking to speak to candidates who are based in Sydney or Melbourne for our hybrid working model.

Key responsibilities

• Lead and develop a high-performing enterprise sales team

• Recruit, onboard, coach, and retain top enterprise account executives
• Provide clear expectations, ongoing feedback, and structured development plans
• Build a culture of high performance, accountability, and inclusion

• Own regional GTM and revenue performance

• Define and execute the regional sales strategy for your enterprise territory mix, with a strong emphasis on Financial Services and other strategic industries
• Own pipeline creation, forecast accuracy, and quarterly/annual targets
• Drive disciplined deal execution, including qualification, deal reviews, and executive alignment

• Drive strategic customer engagement

• Build and maintain C‑level and VP‑level relationships across priority accounts (e.g., major banks and financial institutions)
• Partner with customers as a trusted advisor on their modernization, cloud, and data strategies
• Sponsor critical opportunities and escalations; personally lead key executive meetings and negotiations

• Land, expand, and renew

• Lead the team to land new logo customers and expand existing relationships
• Coordinate with Customer Success, Renewals, and Support to ensure strong adoption, value realization, and retention

• Cross-functional collaboration

• Partner closely with Solutions Consulting, Marketing, Partner/Alliances, and Product to shape territory plans, campaigns, and account strategies
• Provide structured feedback from the field to leadership on market trends, competitive dynamics, and product needs

• Operational excellence

• Maintain high data quality and hygiene across CRM and sales tools
• Run regular business reviews (QBRs), pipeline inspections, and territory planning sessions
• Ensure compliance with internal processes (approvals, pricing, contracting, and forecasting)

Experience and qualifications

• Extensive enterprise sales leadership experience (typically 10+ years overall, with several years managing high-performing field sales teams)
• Proven track record leading enterprise B2B SaaS / cloud / data / infrastructure sales in ANZ, ideally with strong exposure to Financial Services
• Demonstrated success owning a regional number and consistently delivering against ambitious revenue targets
• Deep experience running complex, multi-stakeholder enterprise sales cycles, including executive engagement, commercial negotiation, and navigating procurement
• Strong people leadership skills
• Experience hiring, developing, and retaining top enterprise sellers
• Comfortable managing both experienced senior AEs and emerging leaders
• Strong analytical and operational skills: pipeline management, forecasting, territory design, and capacity planning
• Excellent communication and presentation skills, with the ability to influence both internally and externally at executive level

Preferred qualifications

• Experience leading teams covering FSI-heavy territories (e.g., major banks, insurers, or capital markets customers)
• Previous experience scaling a region or building out a new/expanding market
• Background in high-growth, product-led or platform companies with a technical sale&l