[Hiring] Strategic Sales Director @HighlightTA

Role Description

As Zipline continues to expand globally, we’re looking for a Strategic Sales Director to help grow our presence across Australia and the broader APAC region. This is an opportunity for an experienced enterprise seller who combines strategic sales expertise with the versatility and entrepreneurial mindset needed to build in an emerging market.

You’ll own the full sales cycle for complex enterprise opportunities, building relationships with senior leaders at some of the region’s largest retailers and consumer-facing organizations.

This role is ideal for someone who knows how to operate independently without operating in isolation.

What You’ll Do

• Own and grow the APAC enterprise pipeline.
• Own the full sales cycle from account targeting and pipeline generation through discovery, value modelling, negotiation, and close.
• Develop thoughtful strategies for high-priority accounts and build relationships with C-suite and VP-level leaders across retail operations, communications, IT, HR, Finance, and other key functions.
• Win complex enterprise deals by leading sophisticated, multi-stakeholder sales processes.
• Build compelling business cases, navigate procurement, legal and security reviews, and orchestrate the right internal resources to close significant six- and seven-figure opportunities.
• Help establish and refine Zipline’s go-to-market approach in Australia and APAC.
• Work closely with Solutions Consulting, Marketing, SDRs, Product, Customer Success, and Sales leadership to move opportunities forward.
• Maintain an accurate pipeline and forecast in Salesforce and Clari.
• Represent Zipline at industry events, customer meetings, trade shows, and networking opportunities across the region.

Qualifications

• 10+ years of enterprise SaaS sales experience with a consistent track record of closing complex, multi-stakeholder deals.
• Experience selling into large enterprise organizations, ideally major retailers or other complex consumer-facing businesses.
• Proven ability to build a territory or market where the sales motion, local infrastructure, or brand presence is still developing.
• A broad commercial skill set: comfortable prospecting, building account strategy, running discovery, developing an executive business case, negotiating, and closing.
• Strong executive presence and the ability to build credibility with C-suite and VP-level stakeholders.
• Deep understanding of complex enterprise buying processes and experience navigating procurement, legal, IT, security, and other stakeholders.
• Experience with structured sales methodologies such as MEDDICC, Command of the Message, Challenger, or Value Selling.
• Strong business judgment and the autonomy to make progress without requiring a detailed playbook or constant direction.
• A highly collaborative approach and experience partnering with Solutions Consulting, Marketing, Product, and Customer Success.
• Comfort operating across global teams and time zones in a remote-first environment.
• Willingness to travel across Australia and APAC as customer and business needs require.

Nice to Haves

• Experience selling technology into retail organizations.
• Strong understanding of retail operations, frontline communications, or workforce technology.
• Existing relationships or networks within the Australian or broader APAC retail market and associated industry partners.
• Experience joining a company early in its expansion into a new geography and helping establish the regional GTM motion.

What Success Looks Like

• Establish Zipline as a credible enterprise partner in the Australian and broader APAC market.
• Build a healthy, high-quality pipeline of strategic opportunities.
• Develop trusted executive relationships with major retailers and navigate complex sales cycles effectively.
• Bring back insights to sharpen our regional approach and create repeatable practices.

Compensation

This role is targeting an annual base salary within Australia of $212,066.10 AUD to $259,191.90 AUD. Our salary ranges are determined by market, factoring in our revenue and employee size and paying competitively.

What's In It For You

• Remote-first culture: Join a high performing, fully remote team.
• Stock Options: Get meaningful ownership in a fast-growing, venture-backed company.
• Flexible time-off policy for breaks and vacations.
• World-class medical, dental, and vision policies.
• Annual company off-sites in fun locations.
• Paid day off to volunteer for a nonprofit of your choice.
• Unlimited access to our Udemy Business account for continuous learning.
• Work with kind, collaborative teammates who care about meaningful work.