Regional Manager

2 semanas atrás

Rondônia, Brasil OnHires Tempo inteiro

**The Opportunity**:
We are seeking a high-caliber **Regional Manager** for the APAC region** to lead our commercial strategy and operations. This is a critical leadership role responsible for the overall regional revenue and team performance.

You will be tasked with building a high-performing commercial motion that successfully acquires new regulated brokers and institutional clients, grows their wallet share, and delivers a top-tier client experience supported by rigorous and reliable forecasting.

**Key Responsibilities**:
**Strategic Leadership & Execution**:

- **Revenue Plan & Forecast**: Own the regional revenue target, covering new logos, expansion, and retention. Maintain forecast accuracy within a target of ±10%.
- **Territory & Go-To-Market (GTM)**: Define market segmentation, ideal client profiles (ICPs), coverage models (Hunters vs. Relationship Managers), and comprehensive partner strategies (Primes, PSPs, IB/Affiliate Networks, ISVs).
- **Deal Strategy**: Lead multi-product packaging, pricing, and revenue-sharing strategies. Ensure tight alignment with Compliance, Legal, Finance, and Product teams.

**Team Leadership & Performance**:

- **Team Development**: Recruit, onboard, coach, and performance-manage Account Executives (AEs), Relationship Managers (RMs), and Presales/Technical Account Managers (TAMs). Set clear career ladders and run effective enablement programs in collaboration with Product.
- **Pipeline Quality**: Enforce **rigorous qualification (e.g., SPICED/MEDDPICC methodologies), ensure clear stage definitions, and maintain a minimum of**three times** pipeline coverage**. Lead weekly deal and forecast reviews.
- **Customer Experience & Churn**: Drive Net Revenue Retention (**NRR** 120%) and Gross Revenue Retention (**GRR** 90%) targets for the managed book. Establish QBR/MBR cadence and lead major client escalations.

**KPIs**:
Success in this role is measured by demonstrated performance against these critical metrics:

- Net New Revenue vs. Plan. NRR 120% and GRR
- 90%. Pipeline Coverage
- 3x with reliable stage probability.
- Continuous improvement in Win Rate and Sales Cycle Time (QoQ).
- Decreasing Time-to-Activation (go-live to first volume).
- ASP/Margin by product, Collections/DSO, and bad debt management within policy.

**Obligatory**:

- **8-12+ years of experience** in institutional FX/CFD/crypto or trading technology sales and commercial leadership across the **APAC region**.
- **Proven Leadership**: Experience in hiring and leading multi-country teams, coaching both hunters and farmers, and managing high and low performers (PIPs and Presidents-Club).
- **Technical Sales Rigor**: Demonstrated ability to close 6-7 figure multi-product deals. Strong familiarity with **FIX connectivity**, White Label/hosted models, and broker technology stacks.
- **Data Discipline**: Power user of **Salesforce** with proven forecast rigor and the ability to create impactful dashboards.
- **Location & Language**: Must be located in **Hong Kong**. Fluent **English (C2)** and professional working proficiency in **Cantonese or Mandarin** (required).

**Preferred Qualifications**:

- Experience establishing and managing partnerships with Primes, ISVs (bridges, OMS/EMS), Payment Service Providers (PSPs), and Introducing Broker (IB) networks.
- Proven track record of building repeatable sales and product enablement programs with Marketing and Product teams.

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