Regional Manager – APAC

Há 7 dias

Rondônia, Brasil OnHires Tempo inteiro R$100.000 - R$150.000 por ano
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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