Senior Manager, Sales Operations; EMEA EAST

About the role

Reporting to the Senior Director, EMEA Sales Operations, the Senior Manager, Sales Operations plays a critical role in driving operational excellence, process consistency, and strong sales execution across the EMEA EAST region. This role focuses on translating global and regional sales excellence strategies into high‑quality execution, with an emphasis on standardization, insight generation, and continuous process improvement.

As an individual contributor, the Senior Manager partners closely with Sales Leadership, Channel, Field Marketing, Revenue Intelligence, Finance, and other cross‑functional teams to support revenue growth and improve sales productivity. By leveraging advanced analytics, AI‑supported insights, and CRM data, this role delivers actionable recommendations and helps drive disciplined execution of forecasting, pipeline management, and planning processes. The role also actively contributes to the adoption and evolution of new AI‑enabled sales operations capabilities in alignment with global direction.

• Execute and support sales excellence strategies, ensuring alignment with global and EMEA‑wide processes, standards, and best practices.
• Act as a trusted business partner to Sales leadership, supporting performance improvement, operational rigor, and process standardization.
• Co‑own forecast accuracy, supporting defined methodologies, playbooks, weekly processes, and enabling technologies.
• Drive the rhythm of the business by preparing insights and materials for weekly, monthly, quarterly, and annual reviews, including pipeline management, forecasting, go‑to‑market execution, and results analysis.
• Proactively provide accurate, timely, and actionable sales metrics and insights to support achievement of revenue targets.
• Analyze historical, operational, and third‑party data to identify trends, risks, and opportunities, and track actions taken to address performance gaps.
• Support governance and continuous optimization of sales stages, pipeline hygiene, and selling effectiveness across new license and renewal motions.
• Support evaluation, rollout, and adoption of sales tools and technologies, including CRM and related sales systems, in line with regional and global standards.
• Leverage CRM data to support account planning, customer engagement strategies, and consistent execution of sales methodology.
• Contribute to the development and adoption of AI‑supported analytics and insights, while also helping drive new AI‑enabled capabilities that enhance sales execution and decision‑making.
• Support annual planning activities, including territory design, target setting, and organizational planning, in collaboration with Sales Operations and Revenue Intelligence partners.
• Champion continuous improvement and change initiatives, ensuring consistent implementation of sales programs and process changes.

• Strong analytical skills, with the ability to translate data into actionable insights using CRM, BI tools, and AI‑supported analytics.
• Experience co‑owning or materially contributing to forecast accuracy, pipeline governance, and performance management processes.
• Ability to leverage CRM data for sales execution, account planning, and customer engagement insights.
• Comfort operating within established sales excellence frameworks, playbooks, and business rhythms, while identifying opportunities for improvement.
• Demonstrated ability to support and drive adoption of new capabilities, including AI‑enabled tools and analytics.
• Strong collaboration and communication skills, enabling effective partnership with sales leaders and cross‑functional stakeholders.
• High level of ownership, follow‑through, and discipline in execution.
• Effectiveness in a fast‑paced, matrixed, and international environment.

• Bachelor’s degree or equivalent experience required; background in Economics, Mathematics, Marketing, Business Administration, or similar fields preferred.
• 8–10 years of experience within a technology company (preferably SaaS) or a strategy/technology consulting environment.
• Proven experience in sales operations, sales excellence, analytics, or a related role supporting sales…