Bucharesti
Regional Manager – APAC
The Opportunity
We are seeking a high-caliber Regional Manager for the APAC region to lead our commercial strategy and operations. This is a critical leadership role responsible for the overall regional revenue and team performance.
You will be tasked with building a high-performing commercial motion that successfully acquires new regulated brokers and institutional clients, grows their wallet share, and delivers a top-tier client experience supported by rigorous and reliable forecasting.
Key Responsibilities
Strategic Leadership & Execution
- Revenue Plan & Forecast: Own the regional revenue target, covering new logos, expansion, and retention. Maintain forecast accuracy within a target of ±10%.
- Territory & Go-To-Market (GTM): Define market segmentation, ideal client profiles (ICPs), coverage models (Hunters vs. Relationship Managers), and comprehensive partner strategies (Primes, PSPs, IB/Affiliate Networks, ISVs).
- Deal Strategy: Lead multi-product packaging, pricing, and revenue-sharing strategies. Ensure tight alignment with Compliance, Legal, Finance, and Product teams.
Team Leadership & Performance
- Team Development: Recruit, onboard, coach, and performance-manage Account Executives (AEs), Relationship Managers (RMs), and Presales/Technical Account Managers (TAMs). Set clear career ladders and run effective enablement programs in collaboration with Product.
- Pipeline Quality: Enforce rigorous qualification (e.g., SPICED/MEDDPICC methodologies), ensure clear stage definitions, and maintain a minimum of three times pipeline coverage. Lead weekly deal and forecast reviews.
- Customer Experience & Churn: Drive Net Revenue Retention (NRR ≥120%) and Gross Revenue Retention (GRR ≥90%) targets for the managed book. Establish QBR/MBR cadence and lead major client escalations.
KPIs
Success in this role is measured by demonstrated performance against these critical metrics:
- Net New Revenue vs. Plan.
- NRR ≥120% and GRR ≥90%.
- Pipeline Coverage ≥3x with reliable stage probability.
- Continuous improvement in Win Rate and Sales Cycle Time (QoQ).
- Decreasing Time-to-Activation (go-live to first volume).
- ASP/Margin by product, Collections/DSO, and bad debt management within policy.
Obligatory
- 8-12+ years of experience in institutional FX/CFD/crypto or trading technology sales and commercial leadership across the APAC region.
- Proven Leadership: Experience in hiring and leading multi-country teams, coaching both hunters and farmers, and managing high and low performers (PIPs and Presidents-Club).
- Technical Sales Rigor: Demonstrated ability to close 6-7 figure multi-product deals. Strong familiarity with FIX connectivity, White Label/hosted models, and broker technology stacks.
- Data Discipline: Power user of Salesforce with proven forecast rigor and the ability to create impactful dashboards.
- Location & Language: Must be located in Hong Kong. Fluent English (C2) and professional working proficiency in Cantonese or Mandarin (required).
Preferred Qualifications
- Experience establishing and managing partnerships with Primes, ISVs (bridges, OMS/EMS), Payment Service Providers (PSPs), and Introducing Broker (IB) networks.
- Proven track record of building repeatable sales and product enablement programs with Marketing and Product teams.

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