GTM Strategy & Operations Manager – EMEA

• Partner with EMEA sales and regional leaders to shape go-to-market strategy, including country and region prioritization, sector focus, coverage models, and segment-specific plays
• Own territory design and book-of-business construction; define, carve, and rebalance territories
• Drive annual and quarterly planning cycles across capacity, headcount, and target-setting
• Run weekly forecast calls, pipeline reviews, and quarterly business reviews for EMEA
• Own forecast accuracy and pipeline health, surfacing slippage and coverage gaps
• Analyze sales performance, productivity, and pipeline dynamics to develop data-driven insights and account-prioritization frameworks
• Set, track, and measure goals and KPIs and translate analyses into executive-ready recommendations
• Remove operational bottlenecks and provide timezone coverage for time-sensitive issues
• Execute account transitions, CRM updates, and data management while maintaining data integrity
• Partner with central Rev Ops to roll out processes, tools, and GTM infrastructure
• Advise EMEA sales leadership and serve as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product
• Communicate high-impact or sensitive changes, such as territory moves, clearly and thoughtfully

• 5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization
• Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on
• Proven ability to own and execute complex operational processes with high attention to detail and accuracy
• Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives
• Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT)
• High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment
• SQL proficiency for querying and modeling data at scale
• Familiarity with AI or conversational AI, and with consumption or usage-based business models
• Experience operating across multiple EMEA markets and working with a globally distributed Rev Ops team

Demonstrates expertise in revenue operations and go-to-market strategy, with a strong focus on data analysis, territory management, and stakeholder communication. Proficient in utilizing GTM systems and BI tools to drive operational efficiency and strategic decision-making.

• Revenue Operations
• GTM Strategy
• Salesforce
• SQL Proficiency
• Analytical Skills

• Data Analysis
• Operational Process Execution
• Model Building
• KPI Tracking
• Forecast Accuracy

• Stakeholder Management
• Communication Skills
• Attention to Detail
• Influencing Skills
• Judgment and Discretion

• B2B SaaS
• Enterprise Tech Sales
• EMEA Markets
• Revenue Operations
• Consumption-Based Business Models

• Salesforce
• Tableau
• Looker
• AI Tools
• CRM Systems