Regional Director, Research Sales - SEA & ANZ

About the role

The Regional Director, Research Sales leads a team of Account Managers across Southeast Asia and Australia/New Zealand, driving revenue growth for Elsevier’s journals and books portfolio. This senior position is responsible for new business acquisition, renewals, and the expansion of new offerings such as Leapspace.

Key responsibilities

• Develop and execute regional sales plans, identify growth opportunities and manage commercial risks.
• Coach Account Managers on customer needs, negotiations and deal execution to meet bookings and revenue targets.
• Oversee renewals, upsell and cross‑sell activities while ensuring timely handovers to Customer Success.
• Lead complex commercial negotiations, including consortium agreements.
• Maintain accurate forecasting, pipeline management and Salesforce adoption.
• Collaborate with pricing, finance, product, marketing and senior leadership to support long‑term growth.

Required profile

• Proven senior sales leadership experience with a strong record of revenue growth across a multi‑country region.
• Demonstrated ability to build, coach and retain high‑performing sales teams.
• Extensive experience managing high‑value commercial negotiations and consortium deals.
• Strong commercial acumen, analytical and decision‑making skills.
• Excellent communication, influencing and stakeholder‑management abilities at senior level.

Required skills

• Salesforce
• Clari
• Challenger

What we offer

• Flexible working arrangements to support work‑life balance.
• Access to learning and development resources.
• Wellbeing initiatives, paid parental leave and volunteering leave.