Senior Director, Strategic Growth & Client Partnerships, APAC

Jonas Software; Singapore; Hybrid; SGD 180,000 - 300,000; Full time

Job summary

Jonas Software seeks a senior leader to own CORA Loyalty's APAC growth plan, turning regional ambition into priority markets and named accounts. You will drive new-logo conversions, pipeline quality, and robust opportunity plans while coordinating with Finance, Legal and leadership to shape deals.

Lead discovery, executive meetings and negotiations, shaping credible solutions with enterprise loyalty modernisation and platform-plus-services offerings.

Qualifications

• 12+ years of enterprise business development, regional growth or strategic sales experience.
• Strong APAC market experience across ANZ, SG, HK and SE Asia.
• Proven track record of originating, progressing and closing material net-new enterprise business.

Responsibilities

• Own APAC growth plan for CORA Loyalty and translate regional ambition into prioritised markets.
• Manage new-business targets, pipeline and forecast with disciplined operating cadence.
• Lead enterprise opportunities from discovery to contracting with executive sponsorship and value realization.

Skills

Enterprise sales

APAC markets

Stakeholder management

Forecasting

Executive engagement

HubSpot

Monday.com

Tools

HubSpot

Monday.com

Job description

Job Description:

Key Responsibilities

• Own and execute CORA Loyalty’s APAC growth plan, translating regional ambition into priority markets, target sectors, named accounts, commercial plays, partner routes and a disciplined operating cadence.
• Carry clear accountability for agreed annual and ramp-period new-business targets measured in signed Commissionable TCV. Manage new-logo conversion, qualified pipeline creation, pipeline coverage, opportunity progression and forecast accuracy as supporting performance measures, with sales-credit rules documented in the applicable compensation plan.
• Build and maintain a prioritised regional target-account universe across Australia and New Zealand, Singapore, Hong Kong and selected Southeast Asian markets, supported by stakeholder mapping, market intelligence and clear entry hypotheses.
• Personally originate, qualify, progress and close material enterprise opportunities, taking ownership from first credible engagement through discovery, solution shaping, proposal, procurement, negotiation, contracting and handover.
• Create pipeline through direct prospecting, executive networking, industry events, strategic introductions, referrals, account-based activity and disciplined follow-up, rather than relying solely on inherited opportunities or partner leads.
• Develop and lead robust opportunity plans covering business need, executive sponsors, stakeholder map, competitive position, value hypothesis, entry proposition, solution approach, commercial structure, decision process, procurement path, risks and close plan.
• Lead discovery sessions, executive meetings, workshops, demonstrations, proposal reviews and commercial negotiations, positioning CORA Loyalty as a strategic growth partner rather than a feature-led technology vendor.
• Select and shape the right proposition for each opportunity, including enterprise loyalty modernisation, RewardOps and rewards marketplace expansion, managed loyalty services, Pay Anywhere, Points at Work and other relevant platform-plus-services solutions.
• Shape commercially sound deal structures covering pricing, recurring revenue, professional services, multi-year TCV, margin, implementation assumptions, risk allocation and contract strategy in conjunction with Finance, Legal and leadership.
• Lead the Opportunity Account Value Team for qualified pursuits, ensuring the client promise is validated across Product, Technology, Delivery, Operations, Finance, Legal, Client Services and Support before material commitments are made.
• Partner closely with Product, Delivery and Operations, Technology, Support, Analytics, Finance, Legal, Marketing and leadership to shape credible solutions, protect margin, remove blockers and ensure that what is sold can be implemented and supported successfully.
• Develop and use strategic partner, reseller, referral, alliance and advisory relationships where they create genuine executive access, market credibility, delivery capability or distribution leverage, without allowing indirect activity to replace direct selling.
• Maintain rigorous HubSpot discipline, ensuring every live opportunity has an accurate value, stage, owner, next step, expected timing, stakeholder path, commercial rationale and delivery-readiness view. Distinguish new business from renewals and existing-account expansion, with clear ownership and attribution across Business Development and Client Services.
• Work with Marketing to develop regional proof points, thought leadership, events, account-based campaigns, sales assets and client references that improve access and accelerate priority pursuits.
• Represent the voice of APAC buyers and clients internally, translating market feedback into stronger propositions, packaging, pricing, product priorities, proof points and go-to-market decisions.
• Ensure a clean and credible transition from signed new business into onboarding and mobilisation, with commitments, success measures, risks, executive sponsors, ownership and the evergreen Account AVT established from the outset.
• Provide senior client partnership leadership within the 20% account remit, personally owning the strategic relationship for key or strategic accounts assigned by leadership. Account allocation will be documented separately and reviewed to maintain capacity for the primary APAC growth mandate.
• For assigned accounts, own a clear growth and value plan covering executive relationships, programme performance, stakeholder mapping, adoption, value realisation, renewal readiness, contraction risk, price integrity and expansion opportunities.
• Hold accountability for the actions that drive Net Revenue Retention (NRR) across the assigned account book. Work with Finance and the VP, Client Services to establish valid recurring-revenue baselines, review retention and expansion monthly, and participate in the applicable Client Services NRR performance framework. Finance owns the NRR calculation; the role owns the client actions that improve it.
• Where assigned ongoing account ownership, chair the evergreen Account Value Team and maintain Monday.com as the system of work for account plans, actions, risks, stakeholder maps, QBR outputs and agreed cross-functional priorities.
• Lead strategic QBRs and executive reviews for assigned clients as evidence-led forums that prove value, bring relevant loyalty and market insight, establish a clear point of view on programme direction and deliberately advance renewal and expansion conversations.
• Coach and support colleagues across Business Development and Client Services, helping raise the standard of regional pursuit strategy, executive engagement, forecasting, strategic account growth and commercial judgement, while helping shape future APAC capability as the business scales.

What Success Looks Like

• APAC delivers against agreed new-business TCV, new-logo and pipeline targets, with meaningful commercial outcomes rather than activity without conversion.
• The region has a credible, sufficiently covered and well-qualified enterprise pipeline, with realistic forecasting, clear next steps and visible executive sponsorship across priority pursuits.
• CORA Loyalty has stronger executive access, better target-account penetration and a repeatable route into priority sectors and markets across APAC.
• Opportunities are shaped with commercial rigour, competitive realism, appropriate margin and delivery feasibility, resulting in cleaner proposals, stronger negotiations and higher-quality wins.
• Regional partners and alliances create measurable access, pipeline or distribution value and are managed as commercial levers rather than relationships without outcomes.
• Opportunity AVTs operate with clear ownership, fast decision-making and robust validation, and signed business transfers cleanly into onboarding and the evergreen account model.
• Strategic accounts assigned to the role are well-led, well-governed and supported by strong executive relationships, visible renewal paths, disciplined risk management and credible expansion plans.
• Assigned accounts achieve their agreed Book NRR objectives through retention, adoption, renewal readiness, price integrity and recurring expansion. Account performance is assessed separately from new-business sales attainment, using Finance-validated measures.
• HubSpot, Monday.com and Finance provide one reliable view of pipeline, account activity, commercial movement, forecast, renewal and risk; material information does not live in private notes or inboxes.
• The role remains visibly growth-led: selective client responsibilities strengthen strategic relationships and create expansion, but do not crowd out the primary mandate to build and convert new APAC business.

Required Experience and Capabilities

• 12+ years of progressive experience in enterprise business development, regional growth, strategic sales, client leadership, consulting or related commercial roles within loyalty, SaaS, MarTech, rewards, payments, commerce, incentives or adjacent technology-enabled services.
• A strong personal track record of originating, progressing and closing material net-new enterprise business, including the ability to build opportunities from a cold or lightly developed starting point.
• Significant APAC market experience, ideally across Australia and New Zealand, Singapore, Hong Kong and one or more Southeast Asian markets, with practical understanding of regional business cultures, buying environments and partner ecosystems.
• Experience carrying and delivering against substantial new-business targets measured through TCV, recurring revenue, bookings or another clearly defined enterprise commercial metric.
• Demonstrated success leading long, complex and multi-stakeholder enterprise sales cycles involving C-suite sponsors, formal procurement, legal review, security assessment, solution shaping and cross-functional decision-making.
• Experience with complex commercial structures, including MSAs, SOWs, multi-year commitments, recurring revenue, professional services, pilots, pricing, margin, procurement processes and contract negotiations.
• High commercial acumen, including the ability to build a credible value case, protect economics, assess deal quality, make sound trade-offs and maintain commercial discipline under pressure.
• Relevant experience in loyalty, rewards, customer engagement, payments, MarTech, SaaS, commerce, incentives or another adjacent platform-plus-services environment.
• Sufficient loyalty and customer-engagement fluency to lead credible executive conversations on programme economics, member value, earn and burn, redemption, adoption, partner-funded value and the commercial role of loyalty technology.
• Experience providing senior leadership to strategic enterprise clients, including executive engagement, retention, renewals, value realisation, cross-sell, upsell and complex issue management.
• Exposure to partner, reseller, referral, alliance or channel-led growth models, with the judgement to know when those routes provide leverage and when they merely create noise.
• Demonstrated ability to lead opportunity and account strategy while co-ordinating Product, Delivery, Technology, Support, Analytics, Finance, Legal, Marketing and executive leadership in a matrixed environment.
• Strong command of HubSpot or comparable CRM systems, together with disciplined pipeline management, forecasting, account planning, reporting and executive visibility; ability to maintain Monday.com as the system of work for assigned client accounts.
• Strong leadership instincts, with experience coaching, mentoring or leading business development colleagues, account leaders, regional partners or cross-functional pursuit teams.
• Ability to operate