Regional Sales Director (Sydney based)

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.

Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.

Apply today to help us achieve our mission.

Role Summary

• The Regional Director Field Sales is a senior people leader responsible for the day-to-day leadership performance management and development of a team of Commercial and Enterprise Account Managers across the ANZ region.

• In this role youll work with your team to identify prospects understand their challenges and highlight how Delinea solutions will enhance and simplify their IT security efforts. You will work with clients directly and through our channel partners to close deals and get our award-winning solutions into the hands of our customer and prospects. The ideal candidate will be passionate for success and have proven player-coach mindset and experience.

• This role is a hands-on leadership and management position accountable for building a high-performing and well-coached sales organisation. The role requires consistent visible leadership strong communication and the ability to actively coach mentor and performance-manage a diverse sales team through complex enterprise and commercial sales cycles.

• The Regional Director is accountable not only for regional revenue outcomes but for how those outcomes are achieved - including sales execution quality forecasting discipline pipeline health talent development and team engagement. This role reports to the VP Field Sales.

• This role will be based in Sydney

What Youll Do

Sales execution & Operational excellence

• Own regional forecasting accuracy pipeline hygiene and deal quality ensuring disciplined use of CRM and sales tools.

• Establish sales objectives and cadences by creating a regional Territory Plan in support of the ANZ objectives.

• Support and influence complex high-value deals while ensuring Account Managers retain ownership and accountability.

• Drive consistent execution of sales methodology and qualification standards across the team.

• Partner closely with Marketing Sales Development Channel Professional Services and Operations to improve regional effectiveness.

• Consistently meet/exceed objectives and sales targets.

• Maintain and expand customer base by building and maintaining rapport with key customers; identifying new customer opportunities.

• Support/close deals with Account Executives.

• Have a strong focus on opportunity creation via partner/end user engagement and deal registration push.

• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production productivity quality and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.

• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

Sales leadership & Team management

• Provide active day-to-day leadership to Commercial and Enterprise Account Managers including regular 1:1s pipeline reviews forecast calls and deal inspections.

• Set clear performance expectations and hold team members accountable through structured goal setting ongoing feedback and documented performance management.

• Lead by example as a true player-coach balancing deal support with consistent people leadership and oversight.

• Build a strong inclusive team culture grounded in trust transparency accountability and continuous improvement.

Coaching mentoring & Capability Development

• Actively coach and mentor Account Managers on all aspects of the sales cycle including prospecting discovery qualification deal strategy negotiation and close.

• Identify skill gaps and proactively develop individual capability through targeted coaching plans training and on-the-job development.

• Provide timely constructive feedback and ensure coaching translates into measurable performance improvement.

• Develop succession capability within the team by identifying and nurturing high-potential talent.

Communication & Stakeholder leadership

• Communicate clearly consistently and effectively with the sales team peers and senior leadership.

• Translate company strategy and priorities into clear regional objectives and actionable plans.

• Lead regional sales cadence calls QBRs and performance forums with clarity structure and purpose.

• Represent the region professionally with customers partners and internal stakeholders demonstrating strong executive presence.

Talent & Performance Management

• Recruit onboard and ramp new hires effectively ensuring clear expectations from day one.

• Address underperformance promptly and professionally including difficult conversations where required.

• Conduct regular performance reviews and contribute to compensation and talent decisions in line with company policy.

• Ensure compliance with internal policies processes and ethical standards.

What Youll Bring

• 8-10 years experience as an enterprise SaaS sales executive selling to ANZ corporate IT audience.

• 2 or more years Sales Leadership experience ideally as a player-coach

• Bachelors degree or equivalent

• Classic training in proven sales methodologies (i.e. Value-Based Selling Command of the Sales Strategic Selling) and qualification methodologies: MEDDPIC

• Experience working with Channel Partners Marketing and Sales Development

• Ability to conduct executive level presentations.

• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise and Commercial organizations.

• Track record of success in identifying cultivating and closing five six and seven figure transactions.

• Ability to work and sell in a highly collaborative teamed environment.

• Detail oriented relationship-building skills and a focus on a high level of customer service.

• Proven experience as a senior sales leader with direct people-management responsibility including coaching mentoring and performance management.

• Demonstrated ability to lead teams through structured sales cadence forecasting discipline and pipeline management.

• Strong communication skills with the ability to influence motivate and align teams at all levels.

• Experience developing sales talent and driving measurable improvement in individual and team performance.

• Track record of leading complex Enterprise and Commercial sales motions in a SaaS environment.

• Confidence operating in ambiguity managing change and setting clear direction for others.

• High level of personal accountability resilience and emotional intelligence.

• Positive attitude and love of selling.

• Proven ability to handle adapt and overcome change.

Location

• Based in Sydney or within reasonable commuting distance with the ability to engage closely with the ANZ sales team and key customers.

Bonus If You Are

• Experienced using Clari and Salesforce.

• Working in Information Security and especially Identity & Access Management.

Why work at Delinea

• Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart self-motivated and collaborative.

• What we offer in return is meaningful work a culture of innovation and great career progression.

At Delinea our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen value different perspectives and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.

Required Experience:

Director