Head of Sales Strategy & Operations (EMEA​/APJ

What you can expect

The Head of Sales Strategy & Operations for EMEA and APJ serves as a strategic partner to Sales leadership, influencing go-to-market planning and execution across global sales organizations. Translate business strategy, market insights, and operational data into actionable priorities, scalable processes, and measurable outcomes. Drive sales productivity, improve forecasting and planning, optimize revenue performance, and enable teams to focus on the highest-impact opportunities.

The Sales Operations team partners closely with Sales leaders to design and execute strategies across territories, quotas, forecasting, pipeline management, and organizational planning. The team brings together market insights, analytics, systems expertise, and cross-functional collaboration to create scalable operating models that improve sales effectiveness. Working alongside Finance, GTM Insights, Sales Enablement, Enterprise Systems, Marketing, HR, Legal, and Product, the team drives operational excellence and supports sustainable revenue growth across all regions and market segments.

• Partner with Sales leadership in EMEA and APJ to translate business strategy into operational priorities, execution plans, and measurable business outcomes.
• Lead strategic planning initiatives across territory design, quota planning, account segmentation, headcount planning, capacity modeling, and sales organization design.
• Drive forecasting excellence, pipeline management, performance reporting, and business reviews by leveraging data, analytics, and operational insights to support decision‑making.
• Collaborate with cross-functional teams including Finance, GTM Insights, Sales Enablement, Enterprise Systems, Marketing, HR, Legal, and Product to align planning, governance, and operational priorities.
• Improve sales productivity by simplifying processes, standardizing operating practices, and driving adoption of scalable systems, automation, and sales technologies.
• Establish and govern sales policies, operational frameworks, and planning processes to ensure consistency, compliance, and effective execution across the sales organization.
• Lead strategic programs and transformation initiatives from planning through execution, defining objectives, success measures, and governance to deliver business impact.
• Lead, coach, and develop a high‑performing team of Sales Operations Business Partners, fostering collaboration, accountability, and continuous improvement.

• Possess over ten years of experience supporting Sales, Revenue Operations, Sales Operations, Business Operations, or Commercial Strategy teams within high‑growth SaaS organizations, with global or regional sales exposure.
• Demonstrate experience partnering with senior Sales leadership to translate business strategy into operational priorities, actionable plans, and measurable business outcomes through strong analytical thinking and sound judgment.
• Show expertise in go‑to‑market planning, including forecasting, territory design, quota planning, sales analytics, pipeline management, organizational design, and revenue performance management.
• Demonstrate proficiency in utilizing Salesforce, CRM platforms, spreadsheets, reporting tools, and sales technologies to improve planning, reporting, operational efficiency, and scalability.
• Possess executive communication, presentation, and stakeholder management skills, with the ability to influence senior leaders and drive cross‑functional alignment.
• Demonstrate success leading cross‑functional initiatives and collaborating with Finance, GTM Insights, Sales Enablement, Enterprise Systems, Marketing, HR, Legal, and Product teams to deliver operational excellence.
• Possess certifications in Strategy, Business Analytics, Sales Operations, or Business Transformation from recognized institutions to enhance expertise and professional qualifications.
• Hold advanced education in a relevant field or equivalent qualifications.
• Hold qualifications or an educational background in Business, Economics, Finance, Communications, or a related field.

Our structured hybrid approach is centered around…