VP / Senior Director – Enterprise Sales (ANZ)

About the role

Capillary is seeking a VP/Senior Director of Enterprise Sales to lead its market entry and growth across Australia and New Zealand. This hybrid role blends strategic market building with hands‑on enterprise execution, requiring you to hunt for flagship accounts while shaping the long‑term commercial strategy.

Key responsibilities

• Own and execute the go‑to‑market strategy for Capillary’s entry into ANZ, establishing brand presence and driving revenue in top enterprise accounts (>$500 M revenue).
• Actively generate and manage a robust enterprise SaaS pipeline, leveraging personal networks and collaborating with global demand generation and local partners.
• Lead end‑to‑end complex SaaS sales cycles, from prospecting to multi‑stakeholder procurement and high‑value deal closure.
• Conduct consultative value selling tailored to retailers, travel, hospitality, and CPG brands, mapping Capillary’s SaaS capabilities to local challenges.
• Build and nurture C‑suite relationships with CEOs, CMOs, and Chief Digital Officers across the region.
• Partner with global product, customer success, marketing, and solution delivery teams to ensure seamless onboarding and long‑term customer success.
• Represent Capillary as a subject‑matter expert at industry events, conferences, panels, and webinars.

Required profile

• 10+ years of enterprise SaaS sales experience, including 5+ years in senior sales leadership or regional management.
• Deep, proven background in Customer Loyalty, CRM, or Customer Engagement within the ANZ market.
• Established rolodex of C‑suite contacts in Retail, Travel, Hospitality, QSR, and Manufacturing/CPG.
• Track record of launching a global product into the Australian market or driving growth in an early‑stage environment.
• Entrepreneurial mindset, highly accountable, and comfortable working autonomously while aligned with a global HQ.
• Graduate degree; MBA from a top‑tier institution highly preferred.

Required skills