About the role
The core responsibilities for the job include the following:
Enterprise Revenue:
- Work on the meetings set by the BDR team, along with creating your own pipeline by reaching out to enterprise accounts
- Build and manage a healthy pipeline of high-value APAC accounts.
- Consistently achieve and exceed quarterly and annual revenue targets.
- Build accurate forecasts and maintain strong pipeline hygiene.
Strategic Account Management:
- Engage senior stakeholders across engineering, product, technology, digital, marketing, and business teams.
- Build multi-threaded relationships within strategic accounts.
- Understand customer business and technical challenges and position Gumlet around measurable business outcomes.
- Lead complex evaluations, POCs, commercial negotiations, and procurement processes.
- Develop account strategies for large opportunities and strategic logos.
Consultative and Technical Selling:
- Run high-quality discovery conversations that uncover business, technical, and commercial pain points.
- Translate Gumlet's technical capabilities into clear business value.
- Work closely with Solutions Engineering, Product, and Customer Success teams to create compelling solutions.
- Become an expert in the media infrastructure, image optimization, video delivery, CDN, and related technology landscape.
APAC Market Development:
- Identify high-potential industries, accounts, and use cases across APAC.
- Develop repeatable sales plays for priority segments.
- Partner with SDR/BDR teams to define target accounts and outbound strategies.
- Provide market intelligence to Product, Marketing, and Leadership.
- Help scale Gumlet's enterprise sales motion across APAC.