Manager - Expansion & Strategic Accounts

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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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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.

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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!

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