Sales Manager / Director

ACT Group

YOUR ROLE IN OUR STORY: ACT Group is the world’s leading provider of market-based sustainability solutions. Working at the center of the global energy transition, ACT Group helps organizations hit their climate action targets, no matter how ambitious. Since 2009, ACT has become a trusted brand in high-impact climate projects, renewable energy markets, energy efficiency, renewable fuels, and carbon credits. ACT delivers tailor-made solutions from offices in Europe, America and Asia, enabling its partners to join the environmental revolution and pursue more sustainable futures.  Since our founding in 2009, we have expanded to have offices in Amsterdam, New York, Paris, London, Shanghai, Tokyo and Singapore.  As the Commercial Director / Country Manager for the China market, you will play a pivotal role in driving ACT’s sales and market positioning in China. This role combines hands-on commercial leadership with a focus on revenue generation, key client acquisition, and strategic market development. You will be accountable for building a strong commercial pipeline, closing strategic deals, and strengthening ACT’s presence with state-owned enterprises (SOEs), large private enterprises, and strategic partners across China.  You will act as the senior commercial face of ACT in China, working closely with APAC leadership and global stakeholders to align China strategy with group priorities, while navigating China’s unique regulatory, policy, and enterprise environment.  You will   * Lead and execute ACT’s China commercial front, driving revenue growth, pipeline development, and market expansion in line with APAC and Group objectives.   * Serve as the primary senior representative of ACT in China, building credibility and long-term relationships with SOEs, large enterprises, developers, utilities, and strategic partners.  * Originate, manage, and close key strategic accounts, with direct ownership of sales KPIs, revenue targets, and major client relationships.   * Identify and capitalize on opportunities in China, including partnerships, structured transactions, and long-term framework agreements within the sustainability, energy, and environmental markets.   * Work closely with internal stakeholders across sales, technical, policy, legal, and operations teams in a matrix structure to deliver commercially viable and compliant solutions.   * Provide commercial input into pricing strategies, deal structures, and contract negotiations, particularly for PPAs and other complex energy or sustainability transactions.   * Lead and Develop and continue to build a high-performing commercial team in China, fostering a results-driven culture with clear accountability and continuous improvement.   * Manage and develop relationships with internal and external stakeholders, including APAC leadership, HQ functions, regulators, industry bodies, and partners.   * Depending on business maturity, oversee or contribute to China-level commercial budgeting, forecasting, and performance tracking, with a focus on numbers, pipeline quality, and conversion.   * Ensure all commercial activities are conducted in compliance with local regulations and ACT’s global governance standards.   * This role is based in Shanghai.  YOUR EXPERTISE:  To be successful in this role, we are looking for candidates with the following qualifications and attributes: * Bachelor’s or Master’s degree, preferably in Business, Economics, Finance, Engineering, Energy, or a related field.   * Minimum 10 years’ experience in senior commercial, sales, or leadership roles, ideally within a energy/commodities industry or similar  * Proven track record in driving sales, meeting or exceeding revenue targets, and building commercially successful client portfolios in China.   * Demonstrated experience working with state-owned enterprises and large enterprise clients, with strong understanding of China’s enterprise decision-making processes.   * Solid experience in structuring, negotiating, or supporting PPAs or similar long-term energy or sustainability contracts.   * Strong numbers-driven mindset, with experience managing forecasts, pipelines, and commercial performance metrics.   * Proven people management experience, including building, leading, and motivating teams in a matrix or cross-functional environment.   * Ability to operate effectively at C-level, with strong executive presence, negotiation skills, and stakeholder management capabilities.   * Fluent in Mandarin and English; strong ability to operate in a bilingual, cross-cultural business environment.   * Strong presentation and communication skills, with a deep understanding of China’s business culture and market dynamics.   * High level of integrity, resilience, and adaptability, with the ability to perform in a fast-paced, evolving market.   * Strong interest in sustainability and delivering positive climate impact.   * Self-driven, commercially sharp, and comfortable operating with both autonomy and accountability.  If you meet these criteria and are ready to contribute your expertise to a dynamic and challenging environment, we encourage you to apply.   ACT介绍 ACT是提供基于市场的可持续性解决方案的全球领导者。我们通过交易和咨询碳抵消、环境证书、生物燃料等产品，帮助客户实现他们的环境和可持续性目标。我们利用我们的知识和全球网络帮助客户最大化利润同时降低风险。我们是一家充满活力的公司，拥有来自世界各地的500多名雄心勃勃的员工，鼓励开放的工作环境，每一天都充满机遇和挑战。自2009年成立以来，我们办公遍布在阿姆斯特丹、纽约、巴黎、伦敦、上海、东京和新加坡设。 作为中国ACT的高级采购专员，您将与大中华区及其他地区的客户合作；每个客户都有自己的挑战。您将管理和增长您自己的投资组合，利用强大的人际交往能力和个性，赢得客户的信任和信心。 您将得到ACT同事的全力支持，每个人都会像您一样，为团队增添独特的技能。我们持续的个人发展计划将帮助您设定并实现清晰的目标和职业目标，帮助您在您的角色中出类拔萃。当然，您的成功将得到相应的回报。 职位介绍   作为中国市场的商务总监 / 国家经理，您将在推动 ACT 在中国的销售增长与市场定位方面发挥关键作用。该职位集一线商业领导力与业绩导向于一体，重点聚焦收入增长、核心客户获取以及战略性市场拓展。您将全面负责商业管线建设、关键交易的促成与落地，并持续提升 ACT 在中国国有企业（SOE）、大型民营企业及战略合作伙伴中的市场影响力。 您将作为 ACT 在中国的高级商务代表，与亚太区管理层及全球相关方紧密协作，在充分理解并应对中国独特的监管、政策及企业环境的同时，确保中国市场战略与集团整体战略保持高度一致。 * 领导并执行 ACT 中国市场的整体商业战略，推动收入增长、销售管线建设及市场拓展，确保与亚太区及集团目标一致。 * 作为 ACT 在中国的主要高级代表，建立并维护与国有企业、大型企业、开发商、公用事业单位及战略合作伙伴的长期合作关系，持续提升公司市场信誉与影响力。 * 亲自主导、管理并完成关键战略客户的开发与成交，直接负责销售 KPI、收入目标及核心客户关系。 * 识别并把握中国市场的商业机会，包括战略合作、结构化交易以及可持续发展、能源与环保领域的长期框架协议。 * 在矩阵式组织架构下，与销售、技术、政策、法务及运营等内部团队紧密协作，确保解决方案在商业上可行、在合规上稳健。 * 在定价策略、交易结构及合同谈判中提供关键商业判断，尤其是在 PPA（购电协议）及其他复杂能源或可持续发展交易方面。 * 领导、培养并持续建设一支高绩效的中国商业团队，打造结果导向、责任清晰、持续提升的组织文化。 * 管理并深化与内部及外部利益相关方的关系，包括亚太区管理层、总部职能团队、监管机构、行业组织及合作伙伴。 * 根据业务发展阶段，负责或参与中国市场层面的商业预算、预测及业绩跟踪，重点关注数据、管线质量及转化率。 * 确保所有商业活动符合中国本地法律法规以及 ACT 全球治理与合规要求。 工作地点：上海 工作要求   * 具备 1–3 年销售拓展、业务拓展或相关岗位经验 * 积极主动、以结果为导向、组织能力强，持续关注并善于识别机会，以不断改进和优化销售及线索管理流程 * 具备出色的电话及邮件沟通能力 * 了解 CRM 系统者优先，并熟悉客户开发及外联工具（如 HubSpot、Apollo 或类似工具） * 自我驱动、具备韧性，能够适应高频次的客户触达工作 * 具备 SaaS、碳市场和/或可持续发展解决方案相关经验者优先 立即申请，探讨ACT公司的机会

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. Why you should join the Adyen Sales Team Sales at Adyen is captured with one phrase: we sell the best to the best. You will have the opportunity to work alongside world-class salespeople and boost your career by being trained through our Adyen Sales Academy. You'll work with world-class merchants, technology, and colleagues while selling the best to the best. At Adyen, our sales teams take initiatives, allowing them to make an impact from day one and we highly encourage working as a team because winning is more important than ego. Adyen is the place where sales mavericks can take flight. Being able to tell stories is fundamental to how we operate. Our team is fantastic storytellers when speaking to prospective and current clients to foster excitement about our product and strengthen customer relations. We are looking for a sales manager who will succeed aboard the Adyen rocket ship and take our current successful momentum to the next level of growth through the acquisition of new (Enterprise) merchants. Sounds exciting? Keep reading! What You’ll Do: * Own the sales cycle with our largest merchants - from the prospecting stage to closing deals; * Creatively drive innovation for merchants in retail, digital, platforms, and financial services; * Become an expert in selling Adyen's world class financial solutions; * Partner with technology leaders and solution providers while working closely with our Sales Support, Implementation and Account Management teams * Travel and network (~25%); WHO YOU ARE: * Proven experience in an enterprise sales role (6+ years) selling complex solutions, with a track record of consistently hitting targets and delivering results under pressure * Strong experience and knowledge of the payments ecosystem / PSPs / acquiring or related businesses * Deep understanding and strong network within the Chinese cross-border / outbound merchant ecosystem * A strong plus if you possess deep market insights or specialized localization expertise in a specific overseas region * You are a team player who enjoys working in-person with teams both locally and globally across different cultures, roles, and offices * You are an analytical, strategic negotiator with a commercially driven, go-getting attitude * You are an excellent communicator of big ideas and can uncover complex needs internally and externally * You are a resourceful, super self-starter and can execute and manage time-sensitive tasks in a fast-paced, highly entrepreneurial environment * Working in the financial space against large banking institutions is a challenge, so you are prepared to educate and pitch transparently with a consultative approach * English and Mandarin proficiency required, fluency in an additional language is a plus Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. This role is based out of our Shanghai office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

JetBrains

At JetBrains, we create intelligent tools that help developers work smarter. For more than 25 years, our products—IntelliJ IDEA, PyCharm, WebStorm, Rider, TeamCity, AI-powered tools, and many others—have been shaping the global software ecosystem. Millions of developers and thousands of companies worldwide rely on JetBrains to build, ship, and scale their software. We are looking for a proactive and relationship-oriented Account Manager to support our B2B customers in China that do not have dedicated Key Account Manager coverage. These accounts range from fast-growing startups to large enterprises, representing substantial potential for expansion, cross-sell, and long-term partnerships. You will drive new revenue, protect renewals, and help customers adopt more of the JetBrains ecosystem—including IDEs, AI offerings, and team tools. The role combines strategic work with high-value accounts and a programmatic model for long-tail customers at scale. In this role, you will: Grow your portfolio * Manage B2B customers in the China segment without assigned KAM coverage. * Work with companies of all sizes—startups, scale-ups, and large enterprises. * Develop strong relationships with technical and business stakeholders. * Identify and drive upsell, cross-sell, and multi-product expansion opportunities (IDEs, AI solutions, Team Tools). Drive new and recurring revenue * Grow new recurring revenue by converting trials, expanding usage, and positioning higher-value editions. * Secure renewals on time and prevent churn through consistent, proactive engagement. * Analyze account potential and prioritize focus using a data-driven, programmatic approach. Expand adoption & prevent churn * Monitor product usage, renewal cycles, lead history, support signals, and customer behavior. * Act early on risks and build engagement campaigns (inbound and outbound) across your segment. * Ensure customers gain full value from JetBrains tools and are aware of the broader product ecosystem. Run full-funnel sales motions * Work with inbound leads, trials, demos, evaluations, and outbound opportunities. * Qualify opportunities, run discovery, prepare proposals, and guide customers through the full sales cycle. * Maintain clear next steps and accurate forecasting. Collaborate cross-functionally * Partner with Customer Success Engineering for technical deep dives and evaluations. * Work with Business Development, Product, Marketing, Sales Excellence, and KAM teams on joint initiatives. * Bring structured customer insights back to influence product strategy and messaging. Ensure operational excellence * Maintain a clean, accurate CRM pipeline with clear next steps and deal context. * Use segmentation and playbooks to scale outreach across many accounts. * Participate in events, webinars, and community activities to strengthen relationships with the developer audience. We'd love to hear from you if you have: * 2–4 years of experience in Account Management, Customer Success, or Sales (ideally in SaaS or developer tools). * Strong relationship-building skills and the ability to manage a high-volume portfolio. * Proven success in upsell, cross-sell, renewal, or expansion motions. * An analytical approach to pipeline management and account prioritization. * Familiarity with SPIN or other value-based sales methodologies. * Confidence working with technical audiences and motivation to learn JetBrains products deeply. * Experience with CRM systems (Salesforce preferred) and modern sales tooling (e.g., Outreach, Salesloft). * Native fluency in Chinese and professional proficiency in English (B1/B2), required for internal communication. Additional languages, including programming languages, are a plus. We offer: * Twenty-five days of paid vacation. * Supplementary medical insurance. * Meal and commuting allowances. * A flexible working schedule. * Learning opportunities, including language classes and other work-related skills. * Opportunities to travel to professional conferences all over the world. * A friendly work environment with approachable colleagues who love what they do.   WHY JOIN US? This is a rare opportunity to shape JetBrains’ presence in China at an important stage. You’ll work closely with global leadership while maintaining the autonomy to drive results locally. We’re looking for someone who can take real ownership of the office, lead with clarity, navigate complexity responsibly, and build a sustainable environment where our teams can do their best work. #LI-EG1   We are an equal opportunity employer We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. We process the data provided in your job application in accordance with the Recruitment Privacy Policy.