Enterprise Account Sales Director

A leading next-generation observability platform is seeking an Enterprise Account Sales Director to drive growth and win major enterprise clients across the region. This role offers you the opportunity to own the key-account number for Singapore’s largest organisations, including government-linked corporations, state-owned enterprises, and prominent local businesses.

What you'll do:

• You will take full ownership of the Singapore key-account number from first meeting through contract signing and subsequent expansion phases.
• You will develop comprehensive account plans for a named list of large Singapore logos across sectors such as property, utilities, telco, gaming, and enterprise, mapping stakeholders, budgets, incumbent tools, and renewal dates.
• You will establish multi-threaded relationships across IT, engineering, security, operations, procurement departments up to C-level executives within target organisations.
• You will lead displacement strategies against established competitors by positioning the platform on cost efficiency, data residency advantages, unified coverage, and superior support while building compelling business cases with finance and procurement teams.
• You will manage complex deals through proof-of-concept stages, security reviews, vendor onboarding processes, and contracting cycles that often span 9 to 18 months.
• You will collaborate closely with solutions architects, product managers, and customer success teams to ensure every proof-of-concept has clear success criteria and results in decisive outcomes.
• You will work alongside system integrators (SIs), managed service providers (MSPs), resellers, and cloud partners to access target accounts collaboratively and co-sell solutions.
• You will maintain accurate forecasting by keeping CRM systems updated weekly, inspecting pipeline health regularly, and identifying risks early.
• You will grow each won account by expanding into additional business units, subsidiaries, or new use cases within the organisation.
• You will provide valuable market feedback regarding objections encountered during sales cycles as well as competitor pricing strategies back to go-to-market (GTM) and product teams.

What you bring:

• 3–5 years of relevant experience in enterprise software, cloud, SaaS or technology sales, with a demonstrated track record of securing and closing complex, high-value enterprise deals.
• Proven ability to develop new business opportunities and manage strategic accounts, particularly within large enterprises, government-linked corporations (GLCs) or public-sector organisations in Singapore.
• Experience selling observability platforms, monitoring tools, cybersecurity solutions, cloud infrastructure or data software. Exposure to competing solutions such as Datadog, Splunk, Dynatrace or New Relic would be advantageous.
• Strong stakeholder engagement skills, with the ability to build relationships and engage decision-makers, including CTOs, CISOs, Heads of Engineering and other senior technology leaders.
• Experience navigating complex enterprise sales cycles, including procurement processes, tenders, vendor onboarding, security assessments and compliance reviews.
• Familiarity with structured sales methodologies such as MEDDICC, MEDDPICC, Challenger or equivalent frameworks, alongside disciplined pipeline management and sales forecasting practices.
• Strong communication, negotiation and commercial judgement, with the ability to manage complex sales discussions and progress opportunities effectively.
• A bachelor's degree or equivalent relevant professional experience. Strong English communication skills are required
• Experience working with cloud, SaaS, enterprise software or IT infrastructure vendors, including hyperscalers, would be beneficial.
• Exposure to partner-led or channel-assisted enterprise sales models, including collaboration with system integrators, resellers and technology partners.
• Familiarity with relevant Singapore regulatory and technology compliance requirements, such as MAS Technology Risk Management (TRM) Guidelines, the Personal Data Protection Act (PDPA), Cyber Security Agency (CSA) guidelines and IM8, would be an advantage.
• Experience in a fast-paced or high-growth technology environment, particularly in developing new business opportunities, establishing sales processes or building go-to-market strategies, would be an added advantage.

What's next:

Ready to energise your career and shape the future of enterprise software sales in Singapore? Apply now for this exhilarating opportunity!

Do note that we will only be in touch if your application is shortlisted. Robert Walters (Singapore) Pte Ltd ROC No.: 199706961E | EA Licence No.: 03C5451 EA Registration No.: R26162578 Heidi Chew