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    Sales Lead

    Australia & New Zealand
    Posted on November 21, 2025

    Job Code: Sales- ANZ

    Qualification (Educational): Graduation

    Location City: Global

    Location Country: Australia & New Zealand

    Years of Experience: 10+ years of experience

    Skills required:

     

    Strategic & Enterprise Selling

    • Ability to define and execute GTM strategy

    • Deep understanding of market positioning and competitive landscape

    • Managing long-cycle, multi-stakeholder enterprise deals

    • Strong deal qualification (MEDDIC, BANT, SPIN)

    • Consultative solution selling to CXOs (CHRO, CFO, CIO, COO)

    Channel & Ecosystem Leadership

    • Building and scaling partner ecosystems (SIs, VARs, resellers, consulting alliances)

    • Channel conflict management

    • Creating partner governance frameworks

    • Leveraging partners for market expansion and revenue generation

    Team & People Leadership

    • Hiring, coaching, and developing high-performing sales teams

    • Building strong second-line leadership

    • Establishing performance rhythms, accountability, and motivation

    • Driving targets through clarity, recognition, and culture

    Commercial, Financial & Cross-Functional Excellence

    • Pricing model mastery: SaaS, subscription, On-prem, T&M

    • Negotiation and commercial structuring skills

    • Ability to manage margins, discounts, and deal profitability

    • Strong collaboration with Presales, Product, Marketing, Delivery & Finance

    • Ensuring smooth handoffs, renewals, and expansions

    Market Intelligence, Adaptability & Decision-Making

    • Deep understanding of customer pain points and whitespace opportunities

    • Awareness of industry trends, localization needs, AI/automation impact

    • Data-driven decision-making and problem-solving

    • Ability to diagnose pipeline/team/partner gaps and create momentum

    • Adaptability to evolving products, competition, and market pressure

    Role Overview: 
    This role is designed for a high-performing individual contributor responsible for driving new revenue, 
    expanding existing accounts, and building a predictable sales engine. You’ll own the complete sales cycle—
     from prospecting and qualification to closing—and will be accountable for delivering strong MRR/ARR growth, 
    maintaining a healthy pipeline, and consistently achieving quota. 

    Key Responsibilities: 
    Revenue & Pipeline Ownership 
    • Achieve and exceed individual sales targets (Quota) across assigned markets and segments. 
    • Drive Net New ARR/MRR growth by acquiring new customers and expanding within existing 
    accounts. 
    • Build and maintain a healthy sales pipeline with strong coverage ratios to ensure consistent quarter
    over-quarter performance. 
    • Increase win rates through sharp qualification, proactive deal strategy, and strong objection handling. 
    • Shorten the sales cycle by removing deal friction, improving discovery, and aligning early with 
    decision makers. 
    • Grow ACV & MRR by targeting high-value opportunities and tailoring solutions to customer needs. 

    Sales Execution 
    • Own the entire sales process: prospecting, discovery, solutioning, proposal, and close. 
    • Deliver accurate and data-backed forecasts for your pipeline and quarterly outcomes. 
    • Leverage CRM, analytics, and sales tools to refine execution and improve efficiency. 
    • Collaborate cross-functionally with marketing, product, and customer success to ensure deal 
    momentum and seamless handoffs. 

    Customer Engagement & Strategy 
    • Develop a deep understanding of customer requirements, business challenges, and buying behavior. 
    • Engage senior stakeholders and influencers to drive strategic conversations and long-term 
    relationships. 
    • Identify upsell and cross-sell opportunities to maximize lifetime value and reduce churn risk. 

    Key Metrics (KPIs): 
    1. Quota Attainment (%) – Percentage of individual revenue targets achieved. 
    2. Net New ARR/MRR – New + Expansion revenue minus churn. 
    3. Pipeline Coverage Ratio – Pipeline value vs. quota. 
    4. Win Rate (%) – Percentage of qualified opportunities closed. 
    5. Sales Cycle Length (days) – Average time from discovery to close. 
    6. Average Contract Value (ACV) – Typical deal size. 
    7. MRR Growth (%) – Month-over-month recurring revenue growth. 

    Success Profile: 
    A strong performer in this role will be proactive, disciplined, and deeply customer-centric. You should have a 
    builder mindset—able to create pipeline, sharpen processes, and drive outcomes independently. You’ll thrive 
    if you’re: 
    • Highly accountable and results-oriented. 
    • Skilled at identifying customer needs and crafting the right solutions. 
    • Excellent at managing your time, pipeline, and deal priorities. 
    • Comfortable partnering cross-functionally to move deals forward. 
    • A self-driven closer who consistently delivers predictable results.