Regional Manager (APAC)

About the Company

Our client is a leading liquidity and technology provider in the crypto and foreign exchange (FX) industries. With over a decade of experience, they deliver advanced B2B solutions that empower brokers, exchanges, hedge funds, and asset managers to scale faster while minimizing infrastructure costs.

We are seeking a high-caliber Regional Manager for the APAC region to lead the company's commercial strategy and operations. This is a critical leadership role responsible for the overall regional revenue and team performance.

You will be tasked with building a high-performing commercial motion that successfully acquires new regulated brokers and institutional clients, grows their wallet share, and delivers a top-tier client experience supported by rigorous and reliable forecasting.

Key Responsibilities

Strategic Leadership & Execution

• Revenue Plan & Forecast: Own the regional revenue target, covering new logos, expansion, and retention. Maintain forecast accuracy within a target of ±10%.
• Territory & Go-To-Market (GTM): Define market segmentation, ideal client profiles (ICPs), coverage models (Hunters vs. Relationship Managers), and comprehensive partner strategies (Primes, PSPs, IB/Affiliate Networks, ISVs).
• Deal Strategy: Lead multi-product packaging, pricing, and revenue-sharing strategies. Ensure tight alignment with Compliance, Legal, Finance, and Product teams.

Team Leadership & Performance

• Team Development: Recruit, onboard, coach, and performance-manage Account Executives (AEs), Relationship Managers (RMs), and Presales/Technical Account Managers (TAMs). Set clear career ladders and run effective enablement programs in collaboration with Product.
• Pipeline Quality: Enforce rigorous qualification (e.g., SPICED/MEDDPICC methodologies), ensure clear stage definitions, and maintain a minimum of three times pipeline coverage . Lead weekly deal and forecast reviews.
• Customer Experience & Churn: Drive Net Revenue Retention ( NRR ≥120%) and Gross Revenue Retention ( GRR ≥90%) targets for the managed book. Establish QBR/MBR cadence and lead major client escalations.

KPIs

Success in this role is measured by demonstrated performance against these critical metrics:

• Net New Revenue vs. Plan.
• NRR ≥120% and GRR ≥90%.
• Pipeline Coverage ≥3x with reliable stage probability.
• Continuous improvement in Win Rate and Sales Cycle Time (QoQ).
• Decreasing Time-to-Activation (go-live to first volume).
• ASP/Margin by product, Collections/DSO, and bad debt management within policy.

Obligatory

• 8-12+ years of experience in institutional FX/CFD/crypto or trading technology sales and commercial leadership across the APAC region .
• Proven Leadership: Experience in hiring and leading multi-country teams, coaching both hunters and farmers, and managing high and low performers (PIPs and Presidents-Club).
• Technical Sales Rigor: Demonstrated ability to close 6-7 figure multi-product deals. Strong familiarity with FIX connectivity , White Label/hosted models, and broker technology stacks.
• Data Discipline: Power user of Salesforce with proven forecast rigor and the ability to create impactful dashboards.
• Location & Language: Must be located in Hong Kong . Fluent English (C2) and professional working proficiency in Cantonese or Mandarin (required).

Preferred Qualifications

• Experience establishing and managing partnerships with Primes, ISVs (bridges, OMS/EMS), Payment Service Providers (PSPs), and Introducing Broker (IB) networks.
• Proven track record of building repeatable sales and product enablement programs with Marketing and Product teams.