Sales Leader, APJ

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About the Role

ClickUp is looking for a Sales Leader to own and accelerate revenue growth across the Asia-Pacific and Japan (APJ) region. This is a foundational leadership hire on a newly implemented sales motion, responsible for building a direct commercial and enterprise motion in Australia/New Zealand and collaborating to scale a channel-led GTM across Southeast Asia.

 

The APJ opportunity is significant, but the focus is ANZ expansion first. The enterprise collaboration and productivity SaaS market across the region is large and rapidly growing, yet ClickUp's current APAC revenue represents a small but fast-growing share of global revenue. Competitors have invested heavily with large local teams across the region. ClickUp has the product. What it needs is local execution, leadership, and a willingness to run a playbook that respects the complexity of selling across multiple markets across APJ.

 

This role is equal parts builder and operator. You'll inherit a book of business with commercial and enterprise logos, collaborate with a growing channel ecosystem with proven win-rate uplift, and carry a clear strategic mandate to grow the region aggressively.

 

This is a role with significant growth potential. As the APJ region scales, the scope will evolve to encompass broader responsibilities, including deeper GTM ownership.

 

Why This Role Matters

APJ is ClickUp's largest underinvested region. The data is clear:

• When partners are involved, win rates increase significantly

• Channel sales is growing significantly faster than direct sales

• Australia alone represents a significant share of APJ revenue with minimal dedicated headcount

• Our largest deal in region ever was partner sourced

 

The strategic foundation is laid. The channel thesis is proven. What's missing is a leader on the ground who can turn our strategy into execution and scale a team that matches the ambition.

 

What You'll Own

Direct Commercial and Enterprise Sales (ANZ)

• Build and lead the commercial and enterprise sales function in Australia and New Zealand

• Develop pipeline strategy to match our aggressive growth goals

• Recruit, hire, and develop Commercial & Enterprise AEs locally

• Manage an existing expansion sales team and own growth within current commercial and enterprise accounts

• Build local brand credibility through customer events, PR, and executive relationships

• Partner with Solution Consulting and Professional Services to deliver against complex enterprise evaluations

Partner & Channel Collaboration (Southeast Asia & Broader APJ)

• Partner closely with the Channel team on go-to-market strategy across Rest of Asia (ROA), supporting our Partner Managers to drive regional execution

• Collaborate on joint partner/direct sales motions across APJ, with ROA as partner-first and ANZ following

• Work alongside the Channel team to support and scale a tiered partner ecosystem (resellers, SIs, ISVs, referral partners) across APJ

• Support partner-sourced and partner-influenced pipeline generation, leveraging proven win-rate uplift across the region

• Contribute to joint business plans, mutual action plans, and quarterly performance reviews with priority partners

• Participate in co-selling motions on strategic partner-led deals, supporting the Channel team to close

Revenue Leadership

• Own the APJ revenue number across Enterprise and Commercial segments

• Build and present accurate pipeline forecasts, coordinating with the Channel team on partner pipeline

• Develop territory and account segmentation strategy for ANZ and ROA

• Drive operational rhythm: pipeline reviews, QBRs, forecasting, deal inspection

• Align with Customer Success to protect and expand existing ARR

 

What We're Looking For

Must-Have

• Significant experience in B2B SaaS sales with meaningful time in a leadership role (Director+ level)

• Proven track record of building and scaling sales teams in ANZ

• Familiarity with channel-led and partner-driven GTM motions, with a collaborative mindset toward working with channel teams

• Demonstrated ability to sell into commercial and enterprise organisations across multiple APJ markets

• Track record of delivering against ambitious ARR targets with a blend of direct and partner-influenced revenue

• Strong executive presence with the ability to influence at C-level in both customers and partner organisations

• Commercial & Enterprise acumen: ability to build business cases, territory plans, and joint partner business plans

Nice-to-Have

• Experience in the work management, productivity, or collaboration SaaS category

• Familiarity with PLG (product-led growth) motions and how they intersect with commercial and enterprise sales

• Existing relationships with commercial and enterprise channel partners and SIs across ANZ and SEA

• Experience working with or selling AI-powered products

• Experience navigating the complexity of SEA markets: language, culture, procurement norms, and regulatory environments

• Background in building partner ecosystems

• Prior experience at a high-growth company during a significant scale-up phase

Equal Opportunity Employer

ClickUp is an Equal Opportunity Employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

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