Manager - Expansion & Strategic Accounts

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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:

In-Person Onboarding and Identity Verification

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

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