ORBCOMM

Sales

• Own APAC ARR performance, with a focus on multi-year, renewable revenue
• Execute regional sales strategy aligned to global commercial priorities
• Drive expansion within existing accounts and new logo acquisition
• Ensure deal quality, pricing discipline, and renewability
• Maintain a rolling 3-month forecast within ±10–15% accuracy
• Establish and lead a rigorous regional forecasting cadence
• Enforce CRM hygiene, qualification standards, and AI-assisted pipeline scoring
• Provide early risk signals and clear visibility to leadership
• Drive ACV ≥70–75% of total bookings in-region
• Actively block low-quality, non-renewable, or unsupported deals
• Partner with Finance on deal structure, billing models, and regional compliance
• Build and lead a scalable APAC sales organization (direct + partner)
• Hire, develop, and coach high-performing regional sales talent
• Define coverage models, partner leverage, and go-to-market motion
• Establish APAC-specific operating rhythms while aligning to global standards
• Partner closely with: Customer Success on activation velocity and renewals
• Product / CTIO on roadmap readiness and intelligence SKUs
• Finance on contracts, billing, and deal governance
• Act as the APAC voice into global commercial planning

VP of Sales

Director

• Build role-based onboarding, product/solution training, process excellence, and advanced skills curricula for Sales, Marketing, Customer Success, Alliances, Deal Desk, and RevOps
• Deliver engaging live and virtual training (workshops, cohort programs, microlearning, simulations, async modules)
• Translate complex product, pricing, and process topics into clear, practical, and retention-friendly learning experiences
• Own the enablement roadmap: scope, milestones, stakeholder alignment, and periodic refresh cycles
• Create and curate playbooks, talk tracks, job aids, e-learning modules, and certification paths; govern content lifecycle (versioning, tagging, sunsetting)
• Partner with Product Marketing and Sales Leadership to ensure training reflects current positioning, value selling, and market narratives
• Operationalize and coach to sales frameworks (MEDDPICC, Challenger) tailored by segment, role, and motion
• Drive adoption of CRM, BI, conversation intelligence, and enablement platforms through targeted training and reinforcement
• Collaborate with RevOps to embed process changes (forecast cadence, pipeline stage definitions, qualification criteria) into training and certification
• Define training impact metrics; build dashboards that connect enablement to outcomes (readiness, productivity, win rates, cycle times, CSAT/NPS)
• Establish feedback loops with learners and leaders; run A/B content experiments and iterate based on performance signals
• Serve as a trusted advisor to commercial leaders, sharing insights on learning trends, gaps, and prioritized interventions

VP of Sales

Director, Commercial Training – Enablement