Regional Sales Director (Sydney based)

• The Regional Director, Field Sales is a senior people leader responsible for the day-to-day leadership, performance management, and development of a team of Commercial and Enterprise Account Managers across the ANZ region.

• In this role, you’ll work with your team to identify prospects, understand their challenges, and highlight how Delinea solutions will enhance and simplify their IT security efforts. You will work with clients directly and through our channel partners to close deals and get our award-winning solutions into the hands of our customer and prospects. The ideal candidate will be passionate for success and have proven “player-coach” mindset and experience.

• This role is a hands-on leadership and management position, accountable for building a high-performing and well-coached sales organisation. The role requires consistent, visible leadership, strong communication, and the ability to actively coach, mentor, and performance-manage a diverse sales team through complex enterprise and commercial sales cycles.

• The Regional Director is accountable not only for regional revenue outcomes, but for how those outcomes are achieved - including sales execution quality, forecasting discipline, pipeline health, talent development, and team engagement. This role reports to the VP, Field Sales.

• Own regional forecasting accuracy, pipeline hygiene, and deal quality, ensuring disciplined use of CRM and sales tools.

• Establish sales objectives and cadences by creating a regional Territory Plan in support of the ANZ objectives.

• Support and influence complex, high-value deals while ensuring Account Managers retain ownership and accountability.

• Drive consistent execution of sales methodology and qualification standards across the team.

• Partner closely with Marketing, Sales Development, Channel, Professional Services and Operations to improve regional effectiveness.

• Consistently meet/exceed objectives and sales targets.

• Maintain and expand customer base by building and maintaining rapport with key customers; identifying new customer opportunities.

• Support/close deals with Account Executives.

• Have a strong focus on opportunity creation via partner/end user engagement and deal registration push.

• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.

• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

• Provide active, day-to-day leadership to Commercial and Enterprise Account Managers, including regular 1:1s, pipeline reviews, forecast calls, and deal inspections.

• Set clear performance expectations and hold team members accountable through structured goal setting, ongoing feedback, and documented performance management.

• Lead by example as a true player-coach, balancing deal support with consistent people leadership and oversight.

• Build a strong, inclusive team culture grounded in trust, transparency, accountability, and continuous improvement.

• Actively coach and mentor Account Managers on all aspects of the sales cycle, including prospecting, discovery, qualification, deal strategy, negotiation, and close.

• Identify skill gaps and proactively develop individual capability through targeted coaching plans, training, and on-the-job development.

• Provide timely, constructive feedback and ensure coaching translates into measurable performance improvement.

• Develop succession capability within the team by identifying and nurturing high-potential talent.

• Communicate clearly, consistently, and effectively with the sales team, peers, and senior leadership.

• Translate company strategy and priorities into clear regional objectives and actionable plans.

• Lead regional sales cadence calls, QBRs, and performance forums with clarity, structure, and purpose.

• Represent the region professionally with customers, partners, and internal stakeholders, demonstrating strong executive presence.

• Recruit, onboard, and ramp new hires effectively, ensuring clear expectations from day one.

• Address underperformance promptly and professionally, including difficult conversations where required.

• Conduct regular performance reviews and contribute to compensation and talent decisions in line with company policy.

• Ensure compliance with internal policies, processes, and ethical standards.

• 8-10 years’ experience as an enterprise SaaS sales executive selling to ANZ corporate IT audience.

• 2 or more years Sales Leadership experience, ideally as a player-coach

• Bachelor’s degree or equivalent

• Classic training in proven sales methodologies (i.e., Value-Based Selling, Command of the Sales, Strategic Selling), and qualification methodologies: MEDDPIC

• Experience working with Channel Partners, Marketing and Sales Development

• Ability to conduct executive level presentations.

• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise and Commercial organizations.

• Track record of success in identifying, cultivating and closing five, six, and seven figure transactions.

• Ability to work and sell in a highly collaborative teamed environment.

• Detail oriented, relationship-building skills, and a focus on a high level of customer service.

• Proven experience as a senior sales leader with direct people-management responsibility, including coaching, mentoring, and performance management.

• Demonstrated ability to lead teams through structured sales cadence, forecasting discipline, and pipeline management.

• Strong communication skills with the ability to influence, motivate, and align teams at all levels.

• Experience developing sales talent and driving measurable improvement in individual and team performance.

• Track record of leading complex Enterprise and Commercial sales motions in a SaaS environment.

• Confidence operating in ambiguity, managing change, and setting clear direction for others.

• High level of personal accountability, resilience, and emotional intelligence.

• Positive attitude and “love of selling”.

• Proven ability to handle, adapt, and overcome change.

• Based in Sydney or within reasonable commuting distance, with the ability to engage closely with the ANZ sales team and key customers.

• Experienced using Clari and Salesforce.

• Working in Information Security and especially Identity & Access Management.

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.