Sales Lead ANZ
About Aphex
At Aphex, we believe the best way to improve construction delivery is to give people the tools and time to do their jobs. That's why we're on a mission to transform how major projects plan, communicate and track their work. Forget the endless spreadsheets, whiteboards, and outdated systems- our tools bring clarity and visibility to every corner of the project, empowering anyone on site to plan and communicate with ease.
Our customers are the industry's giants -building the tunnels, roads, bridges, and skyscrapers that define our cities. Major contractors like Acciona, CPB Contractors, John Holland, BMD, Seymour Whyte, and McConnell Dowell use Aphex to deliver projects ranging from $50 million to multi-billion dollar mega projects.
We're the market-leading solution in both Australia and the UK. Since expanding to Australia in 2022, we've quickly become the go-to platform for major infrastructure and building projects -supporting the roads, rail, tunnels, hospitals and buildings that millions of Australians will use every day.
We're tackling an industry that drives 10% of global GDP yet has seen productivity decline for 20 years. It's time for change.
The Role
We're hiring our first Sales Lead for AU/NZ; a player-coach role at the front of our land-and-expand engine in the region. This is a role about nailing the basics at a high bar. Aphex runs a bottom-up, user-led motion -we land with a project team, help them succeed, and let that success compound into enterprise agreements. Our mantra is Help First. When customers win with Aphex, our growth follows.
This job isn't about inventing a new motion. We have one, it works, and it's well documented. The job is to run it excellently and to keep raising the bar: great demos, great deployments, great account strategy, great coaching, and tight pipeline discipline -for your own deals and for the two reps you'll lead.
Here's the honest truth about our motion: when we miss a deal or a timeline slips, it's almost never because something surprised us. It's because the cadence got loose - a pipeline review ran light, a demo didn't get coached, a champion didn't get nurtured at the right moment. This role exists to install and protect the rhythms that turn a good playbook into consistent results.
You'll lead our AU/NZ new business pod (one Account Executive and one BDM) while carrying your own quota with the biggest contractors in the region. Over time, you'll also be the person helping us convert our existing PMF in AU/NZ into new project types, new verticals and new markets across APAC.
What you'll do
Run a well-disciplined pipeline. Own forecast accuracy, weekly pipeline reviews, deal hygiene and qualification rigour -for your own book and across the pod.
Own account strategy and focus. Pick the right accounts, design the right plays, and keep the pod sharp on where we can win and where we shouldn't waste cycles.
Run and coach great demos. Master The Demo Challenge yourself. Build the call coaching and feedback loop -listening to calls, running practice sessions, giving direct feedback -that keeps raising everyone's bar.
Run proficient deployments and build champions. Partner tightly with our CSM team so the projects we land turn into advocates, references and pulls into the next project.
Multi-thread inside accounts. Build relationships across project teams, planning, engineering and commercial -and teach your pod to do the same. Single-threaded deals are fragile deals.
Lead enterprise-stage deals. When project success converges into an enterprise opportunity, own the strategy, the presentation and the close.
Expand our motion across APAC. Leverage our AU/NZ proof points - customer stories, case studies, deployment patterns -into new project types, new verticals and new regions in the Asia-Pacific.
What we offer
Competitive package: Strong base/variable split with real upside on both your personal quota and team performance
The best team: A high-performing, genuinely collaborative GTM team across AU, UK and Europe
Real impact: You'll influence how the biggest infrastructure projects in AU/NZ get delivered
Genuine development: Constant training, learning and coaching to keep getting better -including a training allowance
Team connection: Annual Aphex Offsite in 2025 our whole team spent a week together in Da Nang, Vietnam and in 2026 are heading to Krabi, Thailand.
A focus on culture: We're serious about making real impact, together, and strive to walk the talk every day
Requirements and Skills
Essential
You've run and won B2B SaaS land-and-expand motions -bottom-up, user-led, project or team-led -and consistently hit quota
You're a demo master. You can walk into a call with a sceptical practitioner and walk out with a champion, and you can teach others to do the same
You're relentlessly disciplined on rhythm. Weekly pipeline reviews, call coaching, account strategy sessions -these run without fail on your watch, because you know consistency is the unlock
You genuinely enjoy both selling and coaching -and can point to reps you've made measurably better
You live a "Help First" mentality -you operate as though customer success and commercial success are the same thing, because they are
You have high ownership -you'll keep raising the bar on the playbook, not just follow it
Highly valued
Experience selling into construction, infrastructure, engineering or the built environment
A track record of multi-threading complex accounts and converting land opportunities into enterprise agreements
Early GTM hire experience at a scaling SaaS company
Experience working tightly with CS/implementation teams where deployment quality is part of the sales motion
Interest or experience in building GTM motions into new verticals or geographies
Not looking for
Pure enterprise sellers who need procurement on the phone before a deal feels real -our motion starts with the project team
Leaders who'd rather reinvent the playbook than run it. Our motion works -the lever here is discipline, not reinvention
Pure people managers who are done selling -this role is genuinely hands-on
Individual contributors who don't want to coach or lead others
Equal Employment Opportunity (EEO) Statement
Our company does not discriminate in employment on the basis of race, colour, religion, gender identity or expression, national origin, age, disability, or other non-merit factors. At Aphex, we believe our team should reflect the variety of perspectives in the world we build for. We've noticed that qualified candidates from underrepresented groups sometimes hesitate to apply unless they meet 100% of the listed requirements, while others might apply when meeting just 60%. If you're excited about Aphex and believe you have the core skills to succeed in this role, we encourage you to apply - even if you don't check every box in the description. Your unique perspective might be exactly what we need. If you need any accommodations during the interview process, please let us know.
