Head of GTM APAC

Description

The Role
We are seeking a dynamic and results-driven Head of GTM – APAC to lead regional revenue growth and all aspects of our APAC Go-To-Market strategy. This hands-on leadership role requires expertise in enterprise IoT sales, complex solution selling, and channel development. The ideal candidate will scale our sales organisation, develop and maintain strategic partnerships, and lead complex engagements across both custom and off-the-shelf hardware solutions.
Key Responsibilities
1. Sales & Revenue Leadership

• Own and deliver APAC revenue targets through both direct and indirect (channel) models.
• Leverage commercial data to improve pipeline elocity, pricing decisions, and forecast accuracy.
• Distribution of sales quotas across the region.

 Collation and presentation to the business of timely, credible sales forecasts.2. Go-To-Market Execution

• Develop and implement regional GTM strategies in alignment with global objectives.
• Drive the adoption of scalable sales frameworks, KPIs, and performance      management systems.

3. Customer & Partner Engagement

• Deploy and manage the regional Partner Program; expand and optimise our diverse reseller and integrator ecosystem.
• Lead strategic relationships with enterprise customers and partners, including complex technical engagements.
• Drive upsell opportunities including lifecycle services and platform subscriptions (e.g. Device Manager).

4. Team Leadership

• Build and mentor a high-performing, values-driven sales team across APAC.
• Foster a culture of ownership, accountability, and ongoing development.
• Collaborate cross-functionally with Marketing, Product, and Customer Success to ensure seamless execution.
• Working with each salesperson to produce professional territory and account plans.

5. Strategic Growth & Market Development

• Identify and develop opportunities in new geographies, verticals, and product categories.
• Forge strategic alliances to accelerate expansion and market penetration.
• Monitor industry trends and customer insights to refine and adapt regional sales strategy.

Requirements

Must-Haves

• 8+ years of enterprise sales or regional commercial leadership experience, ideally in IoT, telematics, asset tracking, or industrial solutions.
• Proven ability to manage complex, technical sales cycles end-to-end - from initial discovery and requirements gathering, through translation of customer needs into clear technical and commercial specifications with Product, Engineering, and Delivery teams, to final negotiation and implementation.
• Strong understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
• Demonstrated success in scaling high-performance sales teams across APAC while being part of a global multi-cultural business.
• Experience managing both direct sales and multi-tiered channel ecosystems.
• Capable of leading hybrid teams (remote, office, field-based) with a digital-first mindset.
• Commercial discipline and keen attention to details that may drive or drain millions of dollars in value.
• High emotional intelligence (EQ), excellent communication skills, and the ability to influence across technical and executive levels.
  
  

Preferred

• Experience in a scale-up or private equity-backed environment.
• Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.
• Willingness to travel ~40% across APAC, including regular travel to HQ in Perth (if not based there).