Key Account Director

Description

Reporting to the General Manager, APAC and based in our Singapore office, this role sits within our sales infrastructure. You will manage and grow a portfolio of key accounts and actively hunt new logo opportunities within the Capital Markets vertical across Japan, Singapore, Hong Kong, and Australia. You will develop and execute strategic account plans to expand existing client relationships while driving significant new business in these key markets. As an individual contributor supported by experienced colleagues, you will engage C-suite stakeholders with strategic thinking and deep sector expertise. You should possess professional-level Japanese language proficiency and fluent English communication skills, and bring the gravitas, knowledge, and presence to represent Xceptor at the highest levels across the region.

Responsibilities

• Develop and execute strategic account plans for existing key accounts, identifying and delivering expansion, upsell, and growth opportunities across the key markets.
• Proactively identify, pursue, and close new logo opportunities within the Capital Markets sector in Japan, Singapore, Hong Kong, and Australia.
• Manage the full sales process for both existing account growth and new business, including solution identification, relationship management, product demonstrations/workshops, and contract negotiation.
• Build and maintain strong relationships with decision-influencing senior executives within prospect and client organisations.
• Deliver against an annual revenue target through a combination of new logo acquisition and expansion within existing key accounts.

Skills & Competencies

• Strong written and verbal communication skills in Japanese and English at a professional business level are essential for this role to support stakeholder engagement and business activities across the region.
• Proven experience managing and expanding large, complex key accounts in financial services or capital markets, combined with a strong track record of winning new logo business.
• A track record including significant sales of technology-based solutions, to clients in the Capital Markets sector, with deep expertise in post-trade.
• Solutions-driven with a proven record of achieving/exceeding annual quota targets.
• High level of gravitas, with experience in engaging with senior-level stakeholders.
• Highly competent in delivering product presentations, managing client workshops, and creating use cases.
• Excellent client-facing, communication, and interpersonal skills.
• Demonstrated ability to think analytically and creatively to develop solutions that meet the needs.