APAC Business Development Lead

Watiga & Co; Região Norte; On-site; BRL 816,000 - 1,359,000; Full time

Job summary

GLAS is seeking a commercially focused Regional Business Development Leader to drive the APAC sales growth agenda. You will build and lead a high-performing BD team, shape the market strategy and ensure strong pipeline discipline with rigorous forecasting and client engagement across Australia, New Zealand, Singapore and broader Asia Pacific.

You will collaborate with global teams to deliver a consistent client experience and report insights to senior management for strategic decisions and

Qualifications

• Experience in business development or origination within financial services with growth accountability.
• Experience leading regional sales strategies, managing pipeline and forecasting.
• Strong ability to engage with senior stakeholders and drive revenue outcomes.

Responsibilities

• Lead and execute the APAC sales growth strategy across target markets and service lines.
• Build and develop a high-performing regional business development team with clear activity and pipeline metrics.
• Maintain a disciplined pipeline with forecasting, opportunity tracking and management reporting.
• Identify and originate new opportunities across APAC markets including product and geographic expansion.
• Build relationships with private credit funds, banks, sponsors, law firms, borrowers and advisers.
• Lead client engagement through meetings, presentations, events and networking.

Skills

Business development

Relationship management

Origination

Syndicated loans

Private credit

Debt capital markets

Restructuring

Trustee services

Education

Business degree

Finance degree

Economics degree

Job description

Key Responsibilities

• Lead and execute the APAC sales growth strategy, ensuring clear priorities across target markets, client segments and service lines and alignment to GLAS' global growth objectives.
• Build, lead and develop a high-performing regional business development team, setting clear expectations for activity, pipeline progression, client engagement, opportunity conversion and revenue delivery.
• Establish a strong performance rhythm across the APAC BD function, including regular pipeline reviews, forecasting, opportunity tracking and accountability against growth objectives.
• Identify and originate new business opportunities across Australia, New Zealand, Singapore, Hong Kong and wider Asia Pacific markets – including identifying opportunities for new product and new geographical opportunities for growth.
• Build and maintain relationships with private credit funds, banks, financial sponsors, law firms, borrowers, advisers and other market participants.
• Lead client engagement activities, including meetings, presentations, industry events and networking opportunities.
• Partner with Transaction Management and Relationship Management teams to identify opportunities for cross-selling and expanding existing client relationships.
• Maintain a disciplined, high-quality pipeline of opportunities and provide accurate forecasting, reporting and performance insights to senior management and drive insightful data use to contribute to sales management and strategy development.
• Champion data-driven sales management by ensuring the accuracy and integrity of sales data, generating actionable insights on performance, pipeline health, client activity, and growth opportunities to inform APAC sales strategy
• Drive a proactive origination culture across the region, ensuring the team is consistently identifying, developing and converting high-quality opportunities.
• Use market insights, competitor intelligence and client feedback to identify priority growth markets, inform business development strategy and increase GLAS' market share across APAC.
• Coordinate and support responses to RFPs, pitches and client proposals.
• Work closely with global colleagues to deliver a consistent client experience across jurisdictions.
• Partner with regional and global leadership teams to ensure business development activity supports GLAS' broader strategic priorities and future APAC growth plan.
• Represent GLAS at industry conferences, market forums and client events.
• Support the development of marketing initiatives, thought leadership content and regional campaigns.
• Promote GLAS' values, culture and service offering at all times.

To Be Successful in This Role

You will be a commercially focused and highly motivated business development professional with a strong network across financial services and debt markets. You will have a proven ability to build trusted relationships, identify opportunities and convert prospects into long-term clients.

You will be comfortable operating in a fast-paced entrepreneurial environment and demonstrate excellent communication, influencing and stakeholder management skills.

You will also be an effective people leader, able to build capability, create accountability and lift performance within a regional team while maintaining a strong focus on growth, client outcomes and commercial execution.

Experience & Qualifications

• Demonstrated business development, relationship management or origination experience within financial services, with accountability for growth and revenue outcomes.
• Strong understanding of syndicated loans, private credit, debt capital markets, restructuring, trustee services or related financial products.
• Proven track record leading business development or sales teams, generating new business opportunities, managing client relationships and delivering measurable commercial outcome.
• Existing network across financial sponsors, lenders, advisers, law firms and institutional investors within APAC.
• Experience developing and executing regional sales strategies, managing pipeline performance, forecasting accurately and reporting against growth objectives.
• Demonstrated ability to build capability within a team through coaching, performance management, clear goal setting and accountability.
• Strong presentation, negotiation and communication skills.
• Ability to engage effectively with senior stakeholders and C-suite decision makers
• Degree qualified in Business, Finance, Economics or a related discipline preferred.

Person Specification

• Growth-oriented and commercially ambitious, with strong business acumen and the ability to translate strategy into action.
• Strong people leader who can build capability, create accountability and lift team performance across a regional function.
• Strategic and execution-focused, with the ability to balance long-term market development with immediate commercial priorities.
• Highly organised and self-motivated.
• Excellent relationship-building and networking abilities.
• Strong influencing and negotiation skills.
• Able to work independently while collaborating effectively across global teams.
• Adaptable and comfortable operating within a growing international organisation.
• Professional, credible and capable of representing GLAS at the highest standards.