高级客户成功经理

Role Overview

Responsible for building, managing, and scaling Lofty's sales team in Manila within an AI-driven operational framework. The core mandate is to position the sales team as a key execution node in Lofty's AI closed-loop system — where AI agents dispatch tasks, sales reps execute, and data flows back to the AI for continuous optimization. Requires a blend of traditional SaaS sales management expertise and the ability to operate in an AI+human hybrid model.

Key Responsibilities

• Team Building & Scale Build and manage the sales team in Manila; define hiring standards and training programs
• Establish a tiered sales structure spanning SMB to mid-market/enterprise
• Standardize the sales process (email-first → discovery → demo → close) and continuously optimize
• AI-Driven Operations Management Integrate the sales team into Lofty's AI closed-loop: AI agent dispatches tasks → sales executes → data feeds back to AI
• Leverage AI to access real-time front-line customer data and feedback for data-driven sales strategy adjustments
• Use AI tools to improve team efficiency and transparency in a remote management context
• Sales Strategy & Target Management Define sales strategy and targets for APAC markets (Philippines, Malaysia, Indonesia, etc.)
• Manage inbound lead distribution and hot lead prioritization systems
• Monitor key metrics: response speed, demo conversion rate, sales cycle length, renewal rate
• Coordinate with US HQ (Phoenix) enterprise team to ensure regional alignment
• Cross-Functional Collaboration Partner with product team to channel front-line customer feedback into product iteration
• Collaborate with service team (also in Manila) to connect sales → service across the customer lifecycle
• Work with engineering team (China) to provide feedback on AI system performance and improvement needs
• Talent Development & Culture Train sales reps in discovery-led selling and AI product value communication
• Establish internal training mechanisms including mock calls and role-play exercises
• Help the team understand and embrace the human-AI collaboration working model

Requirements

Experience:

• 8+ years of SaaS / tech industry sales experience, including 3+ years in team management
• Proven track record of building or scaling a sales team from scratch
• APAC market sales management experience (especially Philippines / Southeast Asia)
• Salesforce expertise with the ability to design and manage CRM workflows
• Remote team management experience; understands cross-timezone collaboration challenges

Core Competencies:

• AI operations mindset : Understand the AI+human hybrid model and position the sales team as an execution node within the AI closed loop, not as traditional sales
• Data-driven management : Use AI-sourced front-line data for decision-making rather than relying solely on traditional CRM reports
• Cross-cultural management : Effectively coordinate across the China engineering team, Manila sales team, and US HQ
• Sales system design : Design standardized sales processes (email-first, discovery-led) and ensure team-wide execution
• Talent identification & development : Quickly assess candidate sales capabilities through mock calls and build internal training systems

Bonus:

• PropTech / real estate SaaS sales management experience
• Experience managing teams within an AI-driven operational system
• Understanding of the "AI + Manila talent vs. US local companies" competitive strategy
• Zoom / high-growth SaaS company sales management background

Relationship Between the Two Roles

• Dimension Account Executive (Candidate) Sales Manager (Leader) Core Output Individual quota attainment & customer satisfaction Team revenue & sales system efficiency AI Role Uses AI tools to assist selling Integrates team into AI closed-loop operations Market Scope Executes within specific APAC markets Defines overall APAC strategy Key Capability Discovery selling + adaptability System building + AI operations + cross-cultural management Reporting Reports to Sales Manager Reports to Phoenix HQ / Jason Want me to create these as pages, or adjust the focus further?