VP, Go to Market APAC
As Vice President, Go-To-Market for APAC, you will own the end-to-end commercial strategy and revenue execution across the Asia Pacific region. Reporting directly to the Chief Revenue Officer, you will build and lead a high-performing GTM organization spanning Sales, Presales (Solution Consulting), and Sales Development (SDR) — while working in close alignment with marketing, customer success, and product to establish Conga as the definitive RLM platform in APAC.
This is a rare opportunity to set the vision and build the engine for Conga's next chapter of growth in one of the world's most dynamic and diverse markets.
KEY RESPONSIBILITIES
Regional Strategy & Revenue Ownership
Define and execute Conga's APAC GTM strategy, aligned with global corporate objectives and regional market dynamics.
Own regional revenue targets (ARR/NRR), pipeline generation, and bookings across all segments — enterprise, mid-market, and channel.
Translate market intelligence into actionable GTM plans, including territory design, segment prioritization, and resource allocation.
Deliver accurate forecasting and pipeline reporting to the CRO and executive leadership team.
Team Leadership & Organizational Development
Recruit, develop, and retain a world-class GTM organization spanning Account Executives, Solution Consultants (Presales), Sales Development Representatives (SDRs), and Partner Managers.
Foster a culture of accountability, continuous learning, and inclusive excellence across all APAC markets.
Establish clear performance frameworks, coaching cadences, and career development pathways for all GTM functions in the region.
Create tight operational alignment across Sales, Presales, and SDR functions to ensure a cohesive, high-velocity revenue motion.
Sales — Enterprise & Commercial
Lead and develop a team of regional Account Executives and sales managers across enterprise and commercial segments throughout APAC.
Personally sponsor and support strategic enterprise deals, navigating complex multi-stakeholder sales cycles with C-suite engagement.
Drive net new logo acquisition and expansion of existing accounts to maximize ARR growth and net revenue retention.
Maintain rigorous pipeline discipline and forecast accuracy; hold teams accountable to activity metrics, deal progression, and quota attainment.
Champion customer success and value realization in collaboration with the CS and professional services organizations.
Presales — Solution Consulting
Build and lead the APAC Solution Consulting (SC) team, ensuring strong technical and business value coverage across all active deals and segments.
Drive adoption of our global presales methodology — including discovery frameworks, demonstration standards, proof-of-concept processes, and RFP/RFI response excellence.
Lead alignment between Solution Consultants and Account Executives to ensure seamless hand-offs and consistent deal execution.
Partner with Product and Engineering to feed regional market feedback into the roadmap and ensure SCs are current on platform capabilities.
Build SC capability in Conga's RLM platform, including CPQ, CLM, and Document Automation, to support increasingly complex enterprise evaluations.
Sales Development (SDR)
Oversee the APAC SDR organization, setting pipeline generation targets, outbound/inbound coverage models, and regional prospecting strategy.
Establish SDR performance benchmarks including outreach activity, meeting-set rates, pipeline sourced, and conversion to closed-won that ties into global standards that Conga has developed
Work closely with Marketing and RoW SDR team to align SDR outreach with campaign strategy, content cadences, and account-based marketing (ABM) programs.
Create a strong SDR-to-AE development pipeline, positioning the SDR role as a launchpad for long-term sales careers at Conga.
Implement and continuously improve SDR tooling, sequencing cadences, and playbooks tailored to key APAC buyer personas.
Channel & Alliance Partnerships
Collaborate with Parter team to engage the direct GTM team proactively with our partner ecosystem— including SIs, ISVs, and resellers — to extend Conga's market reach across APAC.
Build joint GTM programs with partner ecosystem including strategic alliance partners (e.g., Salesforce, SAP, Microsoft) to drive co-sell pipeline.
Cross-Functional & Executive Collaboration
Act as the primary voice of the APAC market internally, influencing product roadmap, pricing, localization, and marketing investment decisions.
Collaborate with global marketing to develop region-specific demand generation, brand positioning, and field event strategies.
Serve as an external ambassador for Conga at industry events, executive briefings, and analyst engagements across the region.
QUALIFICATIONS & EXPERIENCE
Required
15+ years of B2B enterprise software sales experience, with at least 5 years in a senior regional GTM or sales leadership role in APAC.
Proven experience leading multiple GTM functions simultaneously — including direct Sales, Presales/Solution Consulting, and Sales Development (SDR) organizations.
Proven track record of building and scaling GTM organizations across multiple APAC markets (e.g., ANZ, SEA, Japan, India, Greater China).
Deep experience selling complex SaaS solutions to enterprise customers, with a demonstrated ability to manage long sales cycles and multi-threaded executive relationships.
Demonstrated ability to build and develop high-performing SDR teams with strong pipeline generation outcomes and clear AE progression pathways.
Strong financial acumen; experience owning P&L responsibility or significant regional revenue targets ($50M+ ARR preferred).
Track record of attracting, developing, and retaining high-performing, diverse GTM teams across Sales, Presales, and SDR disciplines.
Experience operating within a matrixed global organization with the ability to influence across functions and geographies without direct authority.
Preferred
Domain expertise in Revenue Operations, CPQ, CLM, or adjacent enterprise process automation categories
Familiarity with the Salesforce ecosystem and ISV partner dynamics in APAC.
Experience with modern SDR and presales tooling (e.g., Outreach, Clari) and sales methodology frameworks (e.g., MEDDPICC, Value Based Selling).
Experience scaling from $20M to $100M+ in regional ARR within a high-growth SaaS environment.
Australian market experience with strong executive networks across ANZ; multilingual capability or deep cultural fluency across broader APAC markets is a plus.
LEADERSHIP COMPETENCIES
Visionary & Strategic: Ability to set bold direction while translating strategy into executable, measurable plans.
Commercially Driven: Relentlessly focused on revenue outcomes with strong pipeline discipline and forecasting rigor.
People-First Leader: Inspires followership; invests genuinely in team growth and creates an environment where people thrive.
Culturally Intelligent: Navigates the nuance of diverse APAC cultures with authenticity and respect.
Executive Presence: Credible at the C-suite level internally and with customers; a compelling communicator.
Collaborative: Builds bridges across functions and geographies to move quickly and drive shared outcomes.