About the Role
As a Sales Manager at Wrike, you will lead a high-performing sales team based in Melbourne and Manila. You will drive acquisition, adoption, growth, and long-term value for our existing Enterprise, Commercial and SMB clients across Australia, New Zealand, and other APAC countries, excluding Japan. You’ll partner closely with cross-functional teams (Pre-Sales, Sales, Customer Success, Marketing, Product) to align strategic account activities with Wrike’s vision, particularly as we help customers transform meetings, workshops, and collaborative work.
If you are energized by leading high-performing sales teams, excel at driving revenue growth through strategic account management, and are hands-on in engaging top enterprise clients, this role is for you. You’ll thrive in our dynamic environment by coaching and developing sales talent, owning ambitious targets for net revenue retention and expansion, collaborating across global and APAC markets, and implementing innovative sales and operational strategies. Your ability to navigate complex client relationships, deliver business transformation, and drive Wrike’s market expansion throughout Australia, New Zealand, and other APAC countries will be key to your success.
Your Impact:
- Team Leadership & People Management:
- Recruit, coach, develop, and inspire a team of 4+ Account Managers, 1 BDR
- Drive a high-performance, inclusive, and accountable team culture
- Oversee performance evaluations, coaching, disciplinary actions, and career development
- Revenue Growth & Retention:
- Own and exceed net revenue retention (NRR), expansion ARR, and gross retention targets
- Guide the team in robust account planning, driving renewals and identifying/closing expansion opportunities
- Support hands-on, client-facing engagement for top accounts, including co-leading C-level negotiations and QBRs/EBRs
- Strategic & Operational Excellence:
- Drive regional sales strategy (75-85% focus on ANZ; growing presence in other APAC countries)
- Forecast renewals and expansions, leveraging CRM (preferably Salesforce) and health metrics
- Proactively segment and prioritize accounts, rapidly identifying and mitigating churn risk
- Cross-Functional Execution:
- Collaborate with Marketing to drive adoption and upsell, join Product at industry events to share customer feedback, and work with Customer Success to ensure smooth territory handoffs.
- Collaborate with Manila-based and local teams for operational scalability across multiple APAC markets. Oversee teams in Manila as well as potentially other APAC countries.
- Travel 20-30% to major ANZ cities (Melbourne, Sydney, Brisbane) and emerging APAC markets to engage clients and coach the team
- Process & Enablement:
- Evangelize value-based selling and customer-centric best practices
- Build and nurture customer advocacy programs (references, case studies, user communities)
- Thought Leadership & Transformation:
- Champion Wrike solutions for workflow management and cross-team collaboration
- Participate in shaping Wrike’s go-to-market and regional growth strategy
Your Qualifications:
- Native equivalent Fluency in English is required; proficiency in Chinese is a plus
- 6+ years of B2B SaaS account management; 2+ years managing AE/AM teams
- Hands-on leadership style: direct client engagement, manage by example
- Experience leading account management in global software/cybersecurity companies ($100M+ revenue, multiple regions)
- Proven results in long-cycle, enterprise sales (3–9 months), team quota delivery, and C-level engagement
- Ability to drive adoption, quantify/communicate ROI, run QBRs/EBRs, and deliver customer transformation
- Mastery of CRM (Salesforce preferred), territory/account planning, and sales methodologies (e.g., MEDDICC, Challenger, SPICED)
- Advanced executive communication and negotiation skills
- Track record developing sales talent and building high-performance, inclusive teams
- Flexibility for APAC time zone collaboration and weekly evening calls with global stakeholders
Standout Qualities:
- Leading account manager for a collaboration/productivity SaaS platform
- Deep knowledge of the APAC enterprise landscape
- Multilingual ability and experience operating in multicultural/global teams
- Strength in ROI/business case modeling and C-level consultative selling
- Experience with strategic territory expansion and marketing-driven growth campaigns
Why Join Wrike?
- Life Insurance
- EAP
- Health Insurance
- Income Protection / Salary Continuation Insurance
- Parental Leave
- Volunteer Days
- Workers Compensation
- Commuter Allowance
- Superannuation
Your recruitment buddy will be Tripti Sachan, Senior Recruiter.
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