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Vp & General Manager - Apac Sales

2 weeks ago

Sydney, Australia Workiva Full time

At Workiva, we're transforming the way people manage and report data. People all over the world use our connected, cloud platform to seamlessly enable collaboration and deep integration into existing workstreams to simplify financial, sustainability, and Governance, Risk and Compliance (GRC) data and reporting.

We're seeking a dynamic and results-oriented VP & General Manager - APAC Sales to lead our growth across this fast-growing region. This is a pivotal role for a seasoned software sales leader who excels at building and scaling high-performing teams, cultivating strategic partnerships, and driving significant revenue expansion within a global context.

As the VP & General Manager - APAC Sales, you will define and execute Workiva's regional go-to-market strategy, directly impacting our success through:
- Strategic Leadership and Team Development: You will build, mentor, and inspire a high-achieving sales organisation across APAC, implementing a structure aligned with ambitious growth targets. Your leadership will foster a winning culture focused on continuous improvement and exceeding goals through data-driven decision-making- Cross-Functional Collaboration & Leadership: Collaborate closely with and directly influence regional strategy for Marketing, Partnerships, Presales, Customer Success, and Implementation teams to ensure alignment on regional go-to-market strategies, provide market feedback, and optimise the overall customer experience- Driving Revenue and Expanding Market Presence: You will be responsible for setting and achieving ambitious sales targets across the region. This includes strategically optimising account and geographic coverage (leveraging inside, field, and partner models), expanding our footprint in both established and emerging APAC markets, and contributing to our overall go-to-market strategy, including input on packaging, pricing, and positioning- Building a Collaborative and High-Performing Culture: You will champion Workiva's values - fostering a positive and collaborative team environment that extends across the region. You will attract and develop top talent and lead by example- Strategic Resource Allocation and Market Expansion: You will develop business cases for strategic investments in new initiatives and market expansions, demonstrating a resourceful "figure-it-out" mentality to build and operate effectively, even with initial limited support- Influencing and Executing with Integrity: You will leverage your strong listening and negotiation skills, coupled with your executive presence, to build trust with customers and internal stakeholders. Your reputation for unwavering ethics and principle-centric relationships will be paramount as you execute our regional strategy cross-functionally.- Strategic Team Engagement: Meeting with your direct reports and sales leadership to review performance against targets, strategise on key opportunities and challenges, and collaborate on individual and team development plans- Customer and Partner Interaction: Engaging with key customers and strategic partners to build and nurture strong relationships, understand their evolving needs, and explore opportunities for mutual growth.- Performance Analysis and Planning: Analysing sales data, market trends, and competitive landscapes to identify growth opportunities, address potential roadblocks, and refine sales strategies and resource allocation- Coaching and Mentorship: Providing guidance, support, and mentorship to your sales team members, fostering their professional development and ensuring they have the tools and knowledge to succeed- Executive Engagement and Reporting: Participating in regional and global leadership meetings to provide updates on APAC performance, share insights, and contribute to the broader company strategy- Process Optimisation: Reviewing and refining sales processes, methodologies, and tools to enhance efficiency, effectiveness, and overall sales excellence within the region- Talent Acquisition: Actively participating in the recruitment and onboarding of top sales talent to build a world-class team

What You’ll Need- Extensive (15+ years) of sales leadership experience - particularly within SaaS organisations - within the APAC region- Exceptional business acumen of Workiva’s core APAC markets - Australia, Greater China, Japan and Southeast Asia- A proven track record of scaling teams and exceeding sales revenue targets- Deep expertise in developing and managing partner selling models and optimising sales coverage across diverse geographies and account types- Significant experience contributing to go-to-market strategy, particularly in emerging markets, and a proven ability to leverage data to drive decisions and build high-performing teams- A strong ability to attract and develop top talent, build a positive and collaborative culture, and lead effectively across organisational boundaries- Demonstrated success in selling complex deals, implementing effective sales