Manager - Expansion and Strategic Accounts

About the role

The Territory Sales Manager will lead new‑business and expansion initiatives for Autodesk’s Architecture, Engineering, Construction & Owners (AECO) and Design & Manufacturing (D&M) divisions across the EMEA Emerging region. This senior‑level position focuses on driving growth, unlocking whitespace opportunities, and expanding the footprint within small to mid‑size customers.

Key responsibilities

• Lead and develop a team of Territory Account Representatives to pursue new business and expansion opportunities.
• Drive territory growth through cross‑sell, upsell and deeper penetration of high‑potential accounts.
• Ensure the team meets or exceeds revenue targets while maintaining a robust pipeline.
• Coach the team through complex, high‑value sales cycles, including stakeholder engagement and procurement negotiations.
• Define and execute territory growth strategies aligned with Autodesk’s regional and global priorities.
• Identify whitespace opportunities and create targeted expansion plans.
• Analyze market dynamics, customer needs and industry trends to inform strategy.
• Own forecast accuracy and pipeline health, leading rigorous review processes.
• Embed best‑in‑class sales methodologies such as TAS and value‑based selling.
• Build trusted relationships with key decision‑makers across customers and partners.

Required profile

• Proven track record in B2B SaaS sales, especially in territory development and expansion.
• Strong commercial acumen with the ability to navigate complex sales environments.
• Strategic mindset with experience shaping and executing growth plans.
• Excellent leadership and coaching skills for high‑performing sales teams.
• Ability to collaborate across regional and global stakeholders.

Required skills