Brian Ong
Renewal Sales Manager
Summary
A customer-centric SaaS professional with 9 years of experience in sales, business development and account management, adept in driving GTM strategy, navigating complex deal cycles, and driving revenue growth and retention with key accounts in APAC.
I’ve thrived in helping drive business outcomes for customers in both private and public sectors with solutions across HR, L&D, CRM and advertising tech, all while maintaining a strong track record in exceeding sales and retention targets.
Let’s just say “closed-won” is my love language.
Overview
9
9
years of professional experience
3
3
years of post-secondary education
3
3
Certifications
Work History
Renewal Sales Manager - APAC
Udemy
08.2022 - Current
- Manage a multi-million dollar portfolio of mid-market and enterprise clients across APAC, driving retention rates of 85-90% and consistently hitting quarterly NRR targets, while maintaining an accurate annual forecast of ~USD$10M ARR (approx 50 renewals per quarter)
- Lead the negotiating of all facets of renewal contracts, developing win/win negotiation strategies that maximize contract value while enhancing the customer relationship
- Establish deeper customer health metrics to predict renewal risks and proactively address customer needs 2-3 quarters in advance
- Identify upsell and cross-sell opportunities according to the customer’s evolving needs, increasing renewal NRR as well as TCV with multi-year agreements
- Collaborate cross-functionally with regional AEs, CSMs and reseller/channel partners to manage complex renewals, mitigate risks and support the achievement of regional revenue
- 2023: Awarded Renewal Sales Manager of the Year
- 2024: Secured the renewal with expansion of some of our largest enterprise customers in APAC including OCBC Bank (ARR: USD$400K), Accenture (USD$490K) and Binance (USD$380K), increasing contract TCV by 2-3x
- Winner of early renewal SPIFF for two consecutive quarters in H2 2024 for closing entire book >30 days before quarter-end
Account Executive - Enterprise Corporate Sales
Salesforce
04.2021 - 08.2022
- Fourth hire of the Public Sector sales team, responsible for driving revenue across multiple government vertices including Home Affairs, Education and Social Services in Singapore
- Identify opportunities and lead complex sales cycles, navigating public sector procurement processes and red tape, RFP submissions, and compliance requirements while maintaining a focus on long sales cycles to secure contracts.
- Build and maintain relationships with key stakeholders including government officials, senior management, IT decision-makers, and procurement to align Salesforce products (Service, Sales and Government Cloud) with their strategic goals in digital transformation, scaling citizen engagement, and operational efficiency.
- Collaborate closely with cross-functional business units across Marketing Cloud, Tableau, and Slack, to deliver tailored and integrated solutions for the digital citizen
- Met overall sales quota for the year (USD$500K) despite lengthy sales cycles and procurement processes
- Closed the first multi-year deal for the Singapore Public Sector team with the Singapore Civil Defense Force (~USD150K TCV)
- Consistently maintained an active pipeline of 3-5x of annual target with a limited book of business
Senior Account Executive - Singapore
Grab
08.2018 - 02.2020
- As the first sales hire of the GrabAds team, my core role was to develop the GTM strategy for Singapore, establish strategic relationships with key agencies and direct clients, and drive recurring ad revenue through Grab’s in-app ecosystem.
- By leveraging Grab’s online/mobile assets, extensive proprietary user data, and ad-tech partners, I helped our customers drive target audience awareness, engagement and ultimately conversions (e.g. online/offline traffic, sales, redemptions etc).
- Partnered with other Grab business units (Grab for Business, GrabRewards, etc) to design end-to-end solutions beyond the app.
- Assisted with the expansion of several regional offices, facilitating the screening, onboarding and continued mentoring of 10+ new sales hires over my tenure.
- Successfully increased spend from key clients by up to 2x quarter-to-quarter
- Conceptualized and activated 6-figure data-driven campaigns through the platform for the largest global brands like McDonalds, Citibank, and Unilever.
- Developed a data-driven sales approach that improved campaign effectiveness and client retention, replicated across our regional offices
- Recognised as Regional Top Performer for exceeding sales targets 4 quarters in a row (2018)
Account Executive - APAC
LinkedIn
04.2016 - 08.2018
- Drove sales efforts for LinkedIn Talent & Learning Solutions to the SMB and mid-market segments across APAC, developing and executing strategic sales plans targeting HR, TA, and L&D leaders.
- Lead end-to-end sales cycles, from prospecting and qualification through to negotiation and closing, in collaboration with cross-functional teams.
- Leverage data-driven insights and LinkedIn’s products suite to offer tailored solutions that optimize recruitment, improve hiring processes, and enhance employer branding for clients.
- Collaborate with internal teams to ensure smooth onboarding and customer satisfaction post-sale, setting the foundation for long-term partnerships.
- 2017 President’s Club qualifier - achieved annual sales quota by at least 120%.
- Expanded footprint within existing accounts, increasing upsell revenue by 50% through additional product adoption across both Talent and Learning
Education
Bachelor of Arts - Media & Communications
University of Melbourne
Melbourne, Australia 07.2009 - 08.2012
Certification
LinkedIn Certified Professional - Recruiter
Timeline
Renewal Sales Manager - APAC
Udemy
08.2022 - Current
Salesforce Certified Administrator
06-2021
Sales Cloud Consultant
06-2021
Account Executive - Enterprise Corporate Sales
Salesforce
04.2021 - 08.2022
Senior Account Executive - Singapore
Grab
08.2018 - 02.2020
LinkedIn Certified Professional - Recruiter
01-2017
Account Executive - APAC
LinkedIn
04.2016 - 08.2018
Bachelor of Arts - Media & Communications
University of Melbourne
07.2009 - 08.2012
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