Manager - Expansion & Strategic Accounts

Job Requisition ID #

26WD100798

Position Overview

The Territory Sales Manager will lead new business and expansion growth opportunities for Autodesk’s AECO (Architecture, Engineering, Construction & Owners) and D&M (Design & Manufacturing) organizations across assigned territories in the EMEA Emerging region. This role focuses on driving territory growth, unlocking whitespace opportunities, and accelerating growth within small to mid-size customers.

We are seeking a strategic, commercially driven sales leader who can navigate complexity, scale high-potential territories, and lead through transformation.

The ideal candidate combines strong commercial acumen with technical understanding and brings a proven track record in B2B SaaS sales, particularly within territory development, expansion, and growth.

This leader will operate across multiple layers of the organization and collaborate with regional and global stakeholders to shape and execute Autodesk’s EMEA Emerging AECO & D&M growth strategies.

Responsibilities

Sales Leadership & Performance

Lead and empower a team of Territory Account Representatives focused on new business and expansion opportunities across assigned territories in the EMEA Emerging region

Drive growth through territory development, cross-sell, upsell, and increased penetration within high-potential customers

Ensure the team consistently meets or exceeds revenue targets while maintaining strong, high-quality pipelines

Coach the team through complex, high-value sales cycles, including stakeholder engagement, negotiations, and procurement processes

Strategy & Execution

Define and execute territory growth strategies aligned with Autodesk’s EMEA Emerging and global AECO & D&M priorities

Identify whitespace opportunities within assigned territories and build targeted growth and expansion plans

Analyze regional market dynamics, customer needs, and industry trends to inform growth strategies

Develop and implement strategic and operational plans, including financial and organizational considerations

Forecasting & Operational Excellence

Own the accuracy and predictability of forecasts and pipeline health across assigned territories

Lead rigorous pipeline and forecast reviews to ensure disciplined execution

Embed best-in-class sales methodologies (e.g., TAS, value-based selling) across the team

Optimize resource allocation to ensure effective coverage of key territories, customers, and opportunities

Executive Engagement & Strategic Relationships

Build and maintain trusted relationships with key stakeholders and decision-makers across customers and partners

Position Autodesk as a strategic partner by clearly articulating business value and transformation outcomes

Identify gaps in partner capabilities and collaborate with ecosystem teams to strengthen delivery and scale

Cross-Functional & ATU Collaboration

Lead integrated territory planning and execution across the Account Team Unit (ATU), aligning sales, technical specialists, customer success, marketing, renewals, and partners

Drive collaboration across priority territories and customer opportunities

Partner with marketing and ecosystem teams to accelerate demand generation and growth across assigned territories

Work closely with Customer Success and Renewals teams to ensure adoption, value realization, and long-term customer growth

People Leadership & Culture

Lead across multiple organizational layers with a focus on coaching, talent development, and succession planning

Build a high-performance, inclusive culture grounded in accountability, clarity, and trust

Champion a people-first leadership approach that fosters engagement, wellbeing, and belonging across a diverse regional team

Minimum Qualifications

7+ years of progressive sales and leadership experience

Experience leading sales teams across multiple countries or territories, ideally within the EMEA Emerging region

Experience working in a SaaS business model

Proven experience driving new business and expansion growth across multiple territories and customer segments

Demonstrated success in managing and closing complex, high-value deals

Proficiency with Salesforce.com or similar CRM tools

Preferred Qualifications

Experience operating within EMEA Emerging markets and understanding regional business dynamics

Background in AECO (Architecture, Engineering, Construction & Owners) and/or D&M (Design & Manufacturing) industries

Experience managing complex, multi-country territories and diverse customer segments

Track record of leading go-to-market or business model transformations

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About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package. Belonging We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.

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