Strategic Sales Director, APAC

About this role

ABOUT ZIPLINE

Zipline is a well-funded, rapidly growing SaaS company transforming how frontline teams work. We empower the world’s leading brands across retail, healthcare, logistics, and beyond to connect, align, and inspire their employees- from headquarters to the front lines. Our customers consistently give us best-in-class NPS and CSAT scores, and they rave about how Zipline makes their teams’ lives easier and their businesses more effective. We’re also a fully remote company, with passionate employees across the U.S., Canada, and around the globe.

ABOUT THE ROLE

As Zipline continues to expand globally, we’re looking for a Strategic Sales Director to help grow our presence across Australia and the broader APAC region. This is an opportunity for an experienced enterprise seller who combines strategic sales expertise with the versatility and entrepreneurial mindset needed to build in an emerging market and build on the success we have built with Super Retail Group, Cotton-On, Princess Polly and others. The foundation is there for the right commercial owner to drive the region forward in its next stage of growth.

You’ll own the full sales cycle for complex enterprise opportunities, building relationships with senior leaders at some of the region’s largest retailers and consumer-facing organizations. As an early sales leader in the region, you’ll need to be comfortable wearing multiple hats: generating pipeline, developing account strategy, leading executive conversations, coordinating internal resources, navigating complex deals, and helping shape how Zipline goes to market in APAC.

This role is ideal for someone who knows how to operate independently without operating in isolation. You’ll have the support of Zipline’s global Sales, Solutions Consulting, Marketing, Product, and Customer teams, while bringing the judgment and initiative to move opportunities forward without waiting for a fully established regional playbook.

WHAT YOU’LL DO

OWN AND GROW THE APAC ENTERPRISE PIPELINE

- Own the full sales cycle from account targeting and pipeline generation through discovery, value modelling, negotiation, and close. Develop thoughtful strategies for high-priority accounts and build relationships with C-suite and VP-level leaders across retail operations, communications, IT, HR, Finance, and other key functions.

WIN COMPLEX ENTERPRISE DEALS

- Lead sophisticated, multi-stakeholder sales processes with large enterprise organizations. Build compelling business cases, navigate procurement, legal and security reviews, and orchestrate the right internal resources to close significant six- and seven-figure opportunities.

BUILD THE MARKET, NOT JUST THE PIPELINE

- Help establish and refine Zipline’s go-to-market approach in Australia and APAC. Bring a builder mindset to the role, identifying what works in the region, creating repeatable approaches, developing relationships and networks, and sharing insights that strengthen our broader regional strategy.

- You won’t always have a large local team or established process to lean on, so you should be equally comfortable setting strategy and rolling up your sleeves to execute it.

PARTNER ACROSS THE BUSINESS

- Work closely with Solutions Consulting, Marketing, SDRs, Product, Customer Success, and Sales leadership to move opportunities forward. Coordinate demos, business cases, proofs of concept, executive engagements, and other resources based on what each deal requires.

- Serve as a voice of the APAC market internally, sharing customer feedback, competitive intelligence, and emerging trends with Product, Marketing, and leadership.

OPERATE WITH RIGOR AND AUTONOMY

- Maintain an accurate pipeline and forecast in Salesforce and Clari, providing leadership with clear visibility into deal progress, risks, and opportunities. Use structured sales methodologies to qualify effectively, prioritize your time, and move complex opportunities forward.

- Represent Zipline at industry events, customer meetings, trade shows, and networking opportunities across the region.

WHAT WE LOOK FOR

MUST HAVES

- 10+ years of enterprise SaaS sales experience with a consistent track record of closing complex, multi-stakeholder deals, ideally in the six- to seven-figure TCV range

- Experience selling into large enterprise organizations, ideally major retailers or other complex consumer-facing businesses

- Proven ability to build a territory or market where the sales motion, local infrastructure, or brand presence is still developing

- A broad commercial skill set: you’re equally comfortable prospecting, building account strategy, running discovery, developing an executive business case, negotiating, and closing

- Strong executive presence and the ability to build credibility with C-suite and VP-level stakeholders

- Deep understanding of complex enterprise buying processes and experience navigating procurement, legal, IT, security, and other stakeholders

- Experience with structured sales methodologies such as MEDDICC, Command of the Message, Challenger, or Value Selling

- Strong business judgment and the autonomy to make progress without requiring a detailed playbook or constant direction

- A highly collaborative approach and experience partnering with Solutions Consulting, Marketing, Product, and Customer Success

- Comfort operating across global teams and time zones in a remote-first environment

- Willingness to travel across Australia and APAC as customer and business needs require

NICE TO HAVES

- Experience selling technology into retail organizations

- Strong understanding of retail operations, frontline communications, or workforce technology

- Existing relationships or networks within the Australian or broader APAC retail market and associated industry partners

- Experience joining a company early in its expansion into a new geography and helping establish the regional GTM motion

WHAT…