Director, Sales ANZ

Location: Melbourne, Australia Role Type: Individual Contributor & Team Management

Position Overview

EDB is seeking a dynamic and strategic Regional Sales Director for ANZ to be based in Melbourne. This is a unique hybrid role that combines high-level individual contribution with hands-on team management. You will be responsible for driving sales across the ANZ region, leading a multi-product strategy, and fostering a culture of excellence and continuous learning.

As a strategic leader, you will play an active role in helping your team succeed while managing complex customer relationships and promoting the EDB brand across local markets.

Key Responsibilities

Leadership & Team Development

• Team Management: Lead and mentor a team of sales associates, fostering a positive culture that aligns individual focus with company goals and values.
• Coaching: Drive a culture of continuous learning; provide consistent coaching and development to improve the effectiveness of every team member.
• Strategic Guidance: Serve as an involved leader who takes an active role in the team’s daily success and long-term career growth.

Sales Strategy & Operations

• Process Excellence: Establish and maintain effective sales management processes, including account planning, deal implementation, performance assessment, and closing.
• Revenue Growth: Lead a multi-product sales strategy and manage an integrated go-to-market approach for Australia & New Zealand in collaboration with EDB cross-functional teams.
• Forecasting & Analysis: Manage and report on projected targets, forecasts, and results. Provide in-depth market research and competitive analysis to executive leadership.
• Collaboration: Work closely with Marketing, Operations, and Services teams to develop holistic regional strategies centred on value-selling, bundling, and upselling.

Market Engagement & Brand Advocacy

• Executive Engagement: Partner with executive leadership to develop creative solutions for maximising revenue.
• Open-Source Advocacy: Act as an “open-source champion” within key customer accounts to optimise their strategic relationship with EDB.
• Brand Representation: Embody and promote the EDB brand to customers, analysts, and media representatives within the local market.

Requirements

• Experience: 12+ years of direct and indirect sales experience within the enterprise technology sector.
• Education: Bachelor’s degree required; a relevant advanced degree is considered a plus.
• Proven Track Record: Demonstrated success in implementing short and long-term strategies to grow revenue specifically within the ANZ region.
• Sales Mastery: A strong record of ownership over personal and team revenue targets, with high accuracy in sales forecasting and identifying pipeline indicators.
• Global Context: Experience working within a global technology company with a history of contributing to broader regional business success.
• Communication: Excellent command of the English language and superior communication/presentation skills.
• Mindset & Values: * A “roll up your sleeves” attitude with a service-oriented approach to leadership.
  • A history of respect for colleagues and a highly competitive work ethic.
  • Flexibility to adapt to changing environments and a genuine willingness to learn.