Director, EMEA Sales Operations

Overview

As Director of EMEA Sales Operations, you will be the dedicated GTM partner for the region, aligning New Logo, Growth, and Commercial motions with regional leadership. You will enable territory design, quota allocation, pipeline hygiene, and forecast accuracy while navigating multi-country time zones. You’ll work closely with the VP of EMEA and regional teams to surface insights, automate workflows with AI-native tools, and support the regional operating cadence. The role combines strategic planning with hands-on execution to scale EMEA’s GTM motion and drive data-driven decisions. Your leadership will shape equitable territory models and regional analytics that inform global GTM priorities.

Responsibilities

• Act as the dedicated Sales Operations partner for EMEA across New Logo, Growth, and Commercial/hybrid motions
• Partner with regional leadership to deliver actionable insights on pipeline, account penetration, and territory design
• Own pipeline visibility and forecasting hygiene for all EMEA motions, including complex enterprise deals
• Perform white-space and TAM analysis targeting high-propensity markets with strong financial services focus
• Identify process gaps and drive automation in collaboration with GTM Systems, including AI-assisted workflows
• Analyze regional sales performance and translate findings into recommendations for leadership, leveraging AI for scalable insights
• Build and maintain Salesforce and Omni reporting/dashboards tailored to EMEA specifics
• Support the region’s operating cadence (forecasting calls, QBRs, pipeline reviews) and prepare metrics for cross-timezone reviews
• Lead annual and in-year planning for EMEA including quota allocation and territory transitions
• Evaluate new market entry strategies and coverage models in collaboration with regional GTM leadership

Key requirements

• Experience in Sales Operations / Revenue Operations or Field Operations in B2B enterprise software
• Proven track record supporting multiple sales motions (net-new, expansion, self-serve/hybrid)
• Hands-on AI-native working style with practical use of AI tools to accelerate analysis and automate tasks
• Deep experience across EMEA markets and cultural/commercial awareness
• Experience building equitable territories, account scoring, quota allocation, and capacity modeling
• Strong Salesforce expertise with scalable reporting/dashboards across motions
• Analytical ability to turn data into actionable insights; comfortable using SQL, BI tools, and AI assistants
• Strong cross-functional partnering with regional and global leaders; comfortable presenting to senior leadership
• Ability to operate strategically and tactically; autonomous decision-making
• Bonus: experience in consumption-based business and AI-powered GTM tools adoption

• cross-functional collaboration
• clear communication
• strong stakeholder management
• Salesforce
• SQL
• BI tools

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