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.