Vice President of Sales

Coleambally; Waltham (MA); On-site; USD 230,000 - 350,000; Full time

Job summary

Pegasystems is seeking a Vice President, Client Growth to lead the ANZ sales organization across Australia and New Zealand. This senior, second-line leadership role reports to the SVP of Client Growth and focuses on new logo growth and installed-base expansion with a disciplined operating cadence.

You will own the revenue plan, coach six or more first-line managers, engage with C-level buyers, and collaborate with cross-functional teams to deliver strategic client outcomes.

Qualifications

• 10+ years in enterprise software sales, including 5+ years in second-line leadership.
• Proven track record in landing new logos and expanding installed-base.
• Experience engaging with C-level buyers and procurement in regulated industries.

Responsibilities

• Lead the ANZ sales organization with full ownership of revenue plan.
• Coach six or more first-line sales managers and their account teams.
• Set territory design, quotas, and coverage balancing new logos and growth.
• Maintain disciplined forecast, pipeline, and deal-inspection cadence.
• Collaborate across GTM teams to deliver client outcomes.

Skills

Enterprise software sales

Second-line leadership

Executive stakeholder engagement

Forecasting & pipeline management

Tools

CRM

Job description

Job ID:24082

Meet Our Team:

Pega is hiring a Vice President, Client Growth to lead our sales organisation across Australia and New Zealand. This is a second-line sales leadership role, equivalent to an Area Vice President or Head of Sales ANZ, reporting to the SVP of Client Growth, Asia Pacific & Japan.

Pega provides a powerful low-code platform that empowers the world's leading enterprises to Build for Change. Clients use our AI-powered decisioning and workflow automation to solve their most pressing business challenges, from personalising engagement to automating service and streamlining operations. Since 1983, we have built our scalable architecture and low-code platform to help enterprises adapt to change and unlock value.

Pega is an equal opportunity employer. We are committed to building a diverse and inclusive workplace and encourage applications from people of all backgrounds.

Picture Yourself at Pega:

You will lead a team of six or more first-line sales managers and their account executives, with full ownership of new logo growth and installed-base expansion across enterprise clients in ANZ. Our client base is concentrated in regulated industries: financial services and insurance, government and public sector, and telecommunications. These are complex, multi-stakeholder, highly technical sales cycles where credibility, rigour and executive presence decide outcomes.

You will own the number, the talent and the operating rhythm. You will set the standard for how we sell in ANZ and build the leadership bench that sustains it.

What You'll Do at Pega:

Lead the ANZ sales organisation

• Own the ANZ revenue plan: new logo acquisition, installed-base expansion and renewals across enterprise accounts
• Lead, coach and hold accountable six or more first-line sales managers, each running a team of enterprise account executives
• Set territory design, quota allocation and coverage models that balance new logo hunting with account management and installed-base growth

Run a disciplined operating cadence

• Establish and run the forecast, pipeline and deal-review rhythm for the region, with inspection at every level
• Drive forecast accuracy and pipeline health through consistent qualification standards and deal strategy reviews
• Translate regional performance data into clear actions for managers and their teams

Build and hold the talent bar

• Attract, hire and retain top-tier enterprise sellers and sales leaders; be a visible talent magnet in the ANZ market
• Develop first-line managers into the next generation of sales leaders through structured coaching and performance management
• Hold high standards consistently, acting early and fairly on performance

Win complex deals in regulated industries

• Build a sales organisation that lands new logos through long, technical, multi-stakeholder sales cycles in financial services, public sector and telco
• Engage personally at C-level with clients and prospects, sponsoring strategic pursuits and strengthening executive relationships
• Bring deep understanding of procurement, risk, compliance and security requirements in regulated buying environments

Collaborate across the go-to-market

• Partner closely with Pre-Sales, Professional Services, Customer Success, Marketing, Partner and Alliances and Client Growth Operations leadership to deliver client outcomes
• Align with partners and system integrators to extend reach and delivery capacity
• Act as the voice of ANZ clients into regional and global leadership

Who You Are:

• 10+ years in enterprise software sales, including 5+ years as a second-line leader managing sales managers

What You've Accomplished:

• A track record of building sales organisations that consistently land new logos in complex, highly technical, multi-year sales cycles
• Deep experience selling into regulated industries in ANZ: financial services and insurance, government and public sector, or telecommunications
• Proven ability to balance new logo acquisition with account management and installed-base growth across a mixed territory
• Strong operational discipline: you run a rigorous forecast, pipeline and deal-inspection cadence and expect the same of your managers
• High standards for talent: a record of attracting, developing and retaining top-tier sellers and promoting first-line managers into larger roles
• Executive presence and credibility with C-level buyers, procurement and technology leaders in large enterprises
• A collaborative leadership style, working across pre-sales, services, customer success, marketing and partners to deliver client outcomes
• Familiarity with enterprise platform sales, ideally in CRM, customer engagement, process automation, decisioning or AI-led transformation
• Based in Australia (Sydney or Melbourne preferred), with regular travel across Australia and New Zealand

Pega Offers You:

• A senior leadership seat in one of Pega's priority growth markets, with direct influence on regional strategy
• An established enterprise client base in ANZ's largest banks, insurers, government agencies and telcos, alongside significant whitespace
• A differentiated platform at the centre of enterprise AI, workflow automation and real-time decisioning
• Competitive compensation with an uncapped incentive plan, equity and comprehensive benefits
• A culture that values ownership, candour and client outcomes

#LI-VT1

AI in Action - Responsible Use of AI in Recruitment Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people - not replace them. We may use AI-enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support. All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.

Culture - At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.

We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

This same mindset shapes how we work, encouraging curiosity, continuous learning, and smarter ways of working with AI. At Pegasystems, we believe the best ideas come from curious people who embrace change, learn continuously, and use AI to work smarter and move faster. Guided by our values, we bring a growth mindset to every challenge and create lasting impact together.

Export Compliance - For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.

Accommodations - If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact us here or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.

• Labor Condition Applications
• GDPR Candidate Privacy Notice
• Pegasystems Limited UK Gender Pay Gap Statement
• EEO/AA Policy Statement
• Know Your Rights: Workplace Discrimination is Illegal
• Pay Transparency Policy Statement
• Your Employee Rights Under the Family and Medical Leave Act
• E-Verify Notice
• Employee Polygraph Protection Act Rights