VP / Senior Director - Enterprise Sales

As the VP/Senior Director of Sales for ANZ, you will be the pioneering leader for Capillary in the

region. This is a hybrid role requiring a rare blend of strategic market building and hands-on

enterprise execution. You will initially act as the primary hunter, landing foundational enterprise

accounts, while simultaneously architecting the long-term commercial strategy and building out the local ANZ team as the region scales.

Key Responsibilities

• Market Entry & Growth: Own and execute the go-to-market (GTM) strategy for Capillary’s entry into the Australian and New Zealand markets, establishing brand presence and driving revenue in top enterprise accounts (target clients with >USD 500M revenue)
• Pipeline Generation: Actively hunt, build, and manage a robust enterprise sales pipeline. Leverage your personal network while collaborating with global demand generation and local partner ecosystems (agencies, system integrators, tech partners).
• End-to-End Deal Closure: Manage the entire complex enterprise SaaS sales cycle—from initial prospecting and qualifying to navigating multi-stakeholder procurement and closing high- value deals.
• Consultative Value Selling: Develop a deep understanding of local Australian market nuances and specific business challenges faced by retailers, travel, hospitality, and CPG brands, mapping Capillary’s unique SaaS capabilities to solve them.
• C-Suite Engagement: Command presence and build deep, trusting relationships with senior and C-suite stakeholders (CEOs, CMOs, Chief Digital Officers) across the region.
• Cross-Functional & Global Collaboration: Partner closely with global product, customer success, marketing, and solution delivery teams to ensure seamless onboarding, effective local implementation strategies, and long-term customer success.
• Thought Leadership: Represent Capillary as a prominent subject matter expert at ANZ industry events, conferences, panels, and webinars to rapidly elevate brand visibility and credibility.

Expertise and Qualifications

• Experience: 10+ years of enterprise SaaS sales experience, with at least 5+ years in a senior sales leadership or regional management role.
• Domain Expertise (Non-Negotiable): A deep, proven background in the Customer Loyalty, CRM, or Customer Engagement space within the ANZ market. You must be highly conversant in loyalty strategies, mechanics, and consumer tech trends.
• Network: An active, established rolodex of C-suite and decision-maker contacts across target industries: Retail, Travel, Hospitality, QSR, and Manufacturing/CPG.
• The "Builder" DNA: A proven track record of successfully launching a global product into the Australian market, or driving exceptional growth in an early-stage/ambiguous environment.
• Mindset: Entrepreneurial, highly accountable, forward-thinking, and comfortable working autonomously while staying aligned with a global headquarters.
• Education: Graduate degree; an MBA from a top-tier institution is highly preferred.
• Skills: Elite negotiation, interpersonal, communication, and organizational skills, with a
• relentless attention to detail and timeline execution

Capillary Technologies is a global SaaS leader transforming the way brands build customer relationships. With cutting-edge AI and cloud-based solutions, we help over 400+ marquee brands across 30+ countries unlock growth through intelligent loyalty programs, personalized engagement, and real- time insights.

From fashion to fuel, and retail to restaurants, our scalable, omnichannel platform ensures customer delight at every touchpoint. Trusted by brands like Tata, Domino’s, PUMA, Al-Futtaim, Shell, and many more, we’re redefining how loyalty drives business.