This person will be a critical business partner to our EMEA Sales leadership, responsible for driving operational excellence, strategic insight, and commercial performance across the region.
Reporting to the Director, International Sales Operations & Strategy, this role sits at the intersection of analytical rigour and executive influence - translating data into action and partnering closely with Sales leaders to build and sustain a high-performing GTM organisation.
What you will do:
Strategic Business Partnership
- Serve as the primary strategic partner to EMEA Sales leadership, helping leaders anticipate key questions, form data-backed points of view, and make informed decisions
- Bring proactive analysis to the table - moving beyond reporting the news to delivering the What, So What, and Now What
- Coach business partners on key presentations, messaging, and the softer dimensions of running a high-performing team
- Maintain an objective, unbiased perspective across Sales and other GTM stakeholders
AI-Augmented Operations
- Actively deploy AI tools to accelerate analysis, automate repetitive workflows, and improve the quality of outputs across forecasting, pipeline inspection, and business reviews
- Design and prototype AI-assisted workflows - such as automated narrative generation, deal inspection copilots, or signal-based alerting - that reduce manual effort and increase the team's strategic bandwidth
- Serve as a thought leader within the GTM Ops team on how AI can be embedded into the rhythm of business, not just used as a productivity aid
- Bring a proven track record of having delivered at least one substantive AI-enabled project in a prior GTM, Sales Operations, or Revenue Operations context - with clear before/after impact
Sales Planning & Commercial Operations
- Lead EMEA contributions to semi-annual planning cycles, including territory design, quota setting, headcount capacity modelling, and carve preparation
- Build and maintain operating plans in partnership with VP and FLM leaders, defining roles, measurement frameworks, and a plan-to-make-plan approach
- Drive the rhythm of business: forecasting, pipeline inspection, renewal readiness, pipe council, and quarterly business reviews
- Contribute to SPIFF design and execution, partnering with Finance and Compensation to cascade and track performance
What we're looking for:
- Demonstrated experience as a strategic business partner to Sales or GTM leadership in a SaaS environment
- Deep understanding of the full SaaS sales cycle - from initial land through expansion and renewal
- Strong analytical capability: able to build a compelling, data-backed narrative and make actionable recommendations
- Proven AI project experience: a concrete example of having designed, built, or deployed an AI-enabled workflow, tool, or process improvement in a GTM or Revenue Operations context — with demonstrable impact
- Working fluency with AI tooling: hands-on experience with LLM-based tools, prompt engineering, or AI-assisted analytics platforms; ability to evaluate and adopt new AI capabilities quickly
- High EQ and executive presence; comfortable challenging senior stakeholders and operating with autonomy in ambiguous environments
- Experience supporting or leading sales planning activities: territory design, quota setting, headcount modelling
- Proficiency in Salesforce (reporting and data hygiene); familiarity with CRMA, Clari, or Outreach preferred
- Track record of driving cross-functional alignment and accountability without direct authority