vinci - Head of Asia GTM
Requirements
• 10+ years of experience in Enterprise software sales, including significant experience managing and developing enterprise sales teams. • 5+ years of direct people management experience, including hiring, coaching, performance management, and development of enterprise sellers. • Proven track record of building and leading sales organizations and owning a regional revenue number. • Proven experience meeting or exceeding significant enterprise sales quotas and closing complex, six-to-seven-figure deals. • Deep understanding of the semiconductor ecosystem, including EDA tools, fabless vs. IDM models, and the current challenges in advanced packaging (2.5D/3D IC). • Executive Presence: Exceptional ability to communicate vision and value to VP and C-level executives. • Technical Literacy: Ability to hold meaningful conversations about Vinci’s approach to physics simulations and how Vinci impacts design, validation, and manufacturing workflows, without needing an SE in every meeting. • Existing network of senior leadership contacts at major semiconductor firms across Asia. • Experience selling through and/or managing a partner network, including resellers, service partners, distributors, or other channel partners. • Background in Mechanical or Electrical Engineering. • Sales leadership experience at a major EDA firm (e.g., Cadence, Synopsys, Ansys) or a high-growth "AI for Engineering" startup. • Experience building and scaling a regional sales organization in Asia. • Existing "rolodex" of senior leadership contacts at major semiconductor firms across Taiwan, South Korea, Japan, Singapore, and other key Asian markets. • Experience navigating "Land and Expand" strategies within highly siloed engineering organizations. • Experience building a new market where the category and buying motion are still being established. • Experience building and leveraging a partner ecosystem to expand market reach and accelerate enterprise sales. • Evangelical and Challenger selling. Educate and show a new approach with MEDDIC/MEDDPICC/Force Management foundation.
Responsibilities
• Regional GTM Strategy: Build and execute Vinci’s commercial strategy across Asia, identifying the markets, accounts, and business units where Physics AI can deliver maximum ROI. Own the regional revenue target and translate company objectives into regional priorities. • Sales Organization Leadership: Build and manage the regional sales organization, including hiring, onboarding, coaching, performance management, development, and establishing a high-performance sales culture. • Strategic Account Leadership: Build and maintain deep relationships within a focused set of Tier 1 semiconductor accounts, identifying the specific business units where Physics AI can deliver maximum ROI. This role is responsible for both “land” and “expand” sales activities within each account. • Full Sales Lifecycle Management: Personally lead the most strategic opportunities across the region, from initial discovery and value proposition alignment to complex contract negotiations and closing multi-million dollar deals. • Cross-Functional Leadership: Partner closely with Field Pre-sales, Engineering, and Product to ensure Test cases and Pilot Deployments are aligned with customer business goals, technical requirements, and our platform capabilities. • Partner Ecosystem Development: Build and manage relationships with resellers, service partners, distributors, and other strategic channel partners across Asia. Leverage partners to expand market access, customer introductions, technical services, deployment support, and account expansion. • Revenue & Sales Operations: Establish a disciplined regional operating cadence, including territory planning, pipeline reviews, forecasting, performance management, and sales methodology. Maintain an accurate and rigorous regional 4X pipeline. • Sales Methodology: Establish and reinforce a disciplined sales methodology across the regional team, grounded in MEDDIC/MEDDPICC, Force Management, Challenger, and evangelical selling. • Market Intelligence: Act as a feedback loop for company leadership and Product, distilling regional customer challenges, competitive landscape insights, market dynamics, and partner feedback into actionable business and product requirements.
Benefits
• Be part of a team defining the future of AI in hardware design. • Own the commercial strategy for the world’s most influential semiconductor companies. • Work at the intersection of advanced AI, real-world engineering, and customer success. • Collaborate with world-class engineers and researchers in a fast-moving startup environment.
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