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As a Sales Manager at Wrike, you will lead a high-performing sales team based in Melbourne and Manila. You will drive acquisition, adoption, growth, and long-term value for our existing Enterprise, Commercial and SMB clients across Australia, New Zealand, and other APAC countries, excluding Japan. You’ll partner closely with cross-functional teams (Pre-Sales, Sales, Customer Success, Marketing, Product) to align strategic account activities with Wrike’s vision, particularly as we help customers transform meetings, workshops, and collaborative work.
Job Responsibility:
Team Leadership & People Management: Recruit, coach, develop, and inspire a team of 4+ Account Managers, 1 BDR
Drive a high-performance, inclusive, and accountable team culture
Oversee performance evaluations, coaching, disciplinary actions, and career development
Revenue Growth & Retention: Own and exceed net revenue retention (NRR), expansion ARR, and gross retention targets
Guide the team in robust account planning, driving renewals and identifying/closing expansion opportunities
Support hands-on, client-facing engagement for top accounts, including co-leading C-level negotiations and QBRs/EBRs
Forecast renewals and expansions, leveraging CRM (preferably Salesforce) and health metrics
Proactively segment and prioritize accounts, rapidly identifying and mitigating churn risk
Cross-Functional Execution: Collaborate with Marketing to drive adoption and upsell, join Product at industry events to share customer feedback, and work with Customer Success to ensure smooth territory handoffs
Collaborate with Manila-based and local teams for operational scalability across multiple APAC markets
Oversee teams in Manila as well as potentially other APAC countries
Travel 20-30% to major ANZ cities (Melbourne, Sydney, Brisbane) and emerging APAC markets to engage clients and coach the team
Process & Enablement: Evangelize value-based selling and customer-centric best practices
Build and nurture customer advocacy programs (references, case studies, user communities)
Thought Leadership & Transformation: Champion Wrike solutions for workflow management and cross-team collaboration
Participate in shaping Wrike’s go-to-market and regional growth strategy
Requirements:
Native equivalent Fluency in English is required
proficiency in Chinese is a plus
6+ years of B2B SaaS account management
2+ years managing AE/AM teams
Hands-on leadership style: direct client engagement, manage by example
Experience leading account management in global software/cybersecurity companies ($100M+ revenue, multiple regions)
Proven results in long-cycle, enterprise sales (3–9 months), team quota delivery, and C-level engagement
Ability to drive adoption, quantify/communicate ROI, run QBRs/EBRs, and deliver customer transformation
Mastery of CRM (Salesforce preferred), territory/account planning, and sales methodologies (e.g., MEDDICC, Challenger, SPICED)
Advanced executive communication and negotiation skills
Track record developing sales talent and building high-performance, inclusive teams
Flexibility for APAC time zone collaboration and weekly evening calls with global stakeholders
Nice to have:
Leading account manager for a collaboration/productivity SaaS platform
Deep knowledge of the APAC enterprise landscape
Multilingual ability and experience operating in multicultural/global teams
Strength in ROI/business case modeling and C-level consultative selling
Experience with strategic territory expansion and marketing-driven growth campaigns