Director, Sales Operations - EMEA and APJ
Leads Sales Operations for EMEA and APAC, owning regional planning, forecasting, territory design, capacity modeling, reporting, and GTM systems. Requires senior international SaaS operations leadership, Salesforce expertise, team-management experience, and strong executive partnership skills.
About the job
Responsibilities
- Lead, coach, and develop the Sales Operations team supporting EMEA and APAC.
- Partner with regional and global sales leadership on planning, forecasting, reporting, and operational decision support.
- Own territory design, capacity and coverage modeling, headcount plans, ramp assumptions, quota allocation, and productivity targets.
- Run weekly forecast and pipeline-inspection cadences and deliver performance reporting, monthly business reviews, QBRs, and Board inputs.
- Own pipeline health and funnel analytics, including conversion, campaign contribution, and win/loss analysis.
- Drive Salesforce data integrity, account ownership, hierarchy, segmentation, and reporting standards.
- Partner with global GTM Operations on systems and process changes while adapting them for regional requirements.
- Support sales compensation execution, including plan rollout, quota letters, and attainment reporting.
- Partner with Marketing, BDR, Customer Success, Finance, and Legal to improve GTM processes.
- Maintain governance and rules of engagement across regions and segments.
- Incorporate data residency, privacy, legal entity, and currency considerations into operational design.
- Travel across EMEA, APAC, and the US for QBRs and planning cycles, approximately 25%.
Requirements
- Deep Sales, Revenue, or GTM Operations experience, including significant experience in high-growth enterprise B2B SaaS.
- Proven experience managing and developing a Sales Operations team.
- Experience with international territory design, quota allocation, and capacity planning; EMEA experience is essential.
- Expert-level Salesforce skills covering reporting, data models, and process design.
- Experience running trusted forecast cadences and improving forecast accuracy.
- Strong analytical, problem-solving, communication, and executive-partnership skills.
- Experience supporting multiple regional leaders and operating within a globally managed function.
- Familiarity with multiple currencies, legal entities, languages, privacy regimes, and EMEA/APAC time zones.
- Ability to work in a fast-paced, high-growth environment.
Nice to Have
- APAC experience.
- Public sector or regulated-industry GTM Operations experience.
- SQL or direct data-modeling experience.
- Experience with Salesforce, Outreach, Gong, HubSpot, CPQ, Sigma, Tableau, or Looker.
Compensation
- Base salary: £165,000–£210,000 GBP.
- Stock options and participation in secondary offerings.
- Remote-first culture with coworking, phone, and internet stipends.
- Company-paid health, vision, and dental insurance for employees and dependents.
Skills
Salesforce, Revenue Operations, Gtm Operations, Territory Design, Capacity Planning, Forecasting, Quota Allocation, Pipeline Analytics, Outreach, Gong, HubSpot, CPQ, SQL, Tableau, Looker
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