Senior Sales Strategy & Operations Manager - APJ
Leads APJ sales strategy and operations, partnering with executives on territory design, quota allocation, forecasting, pipeline health, and operating cadence. Requires substantial sales operations or strategy experience, executive stakeholder experience, English and Japanese proficiency, and strong analytics and CRM capabilities.
About the job
Responsibilities
- Own the APJ operating cadence, including territory management, account segmentation, forecasting governance, pipeline inspection, business reviews, and performance visibility.
- Deliver executive-ready insights that improve forecast accuracy, sales coverage, and operational excellence.
- Own regional quota planning and allocation in partnership with Sales Leadership and Finance.
- Align quotas with territory design, capacity plans, and business objectives.
- Partner with systems and data teams to automate recurring reporting, pipeline hygiene checks, manual workflows, and exception tracking.
- Analyze large datasets to identify trends and risks, validate AI- and dashboard-generated insights, and recommend improvements to sales performance and efficiency.
- Serve as the primary business partner to regional Sales leaders.
- Lead cross-functional issue resolution across Sales, Marketing, Finance, HR, Product, Operations, Legal, Enablement, Reporting, and Compensation.
- Support regional go-to-market strategy and execution across APJ.
- Communicate complex business insights and recommendations through concise, data-driven presentations and business reviews.
Requirements
- Proven experience supporting Sales Operations in APJ and working across diverse markets.
- 8+ years of experience in sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years with an advanced degree.
- 4+ years of experience working with executive stakeholders.
- Experience leading territory planning, account segmentation, forecasting, pipeline inspection, and annual sales planning.
- Deep understanding of quota planning, sales capacity modeling, and quota governance.
- Experience using AI, automation, and analytics tools to improve forecasting, pipeline inspection, reporting, and workflow efficiency.
- Professional working proficiency in English and Japanese.
- Bachelor's degree or equivalent practical experience.
Preferred Qualifications
- Experience supporting executive operating cadences, including Weekly Business Reviews, Forecast Calls, and Quarterly Business Reviews.
- Experience designing or optimizing territory, account segmentation, or book-of-business models for high-growth SaaS organizations.
- Experience developing quota methodologies and partnering with Sales Leadership and Finance on quota allocation.
- Experience supporting multiple sales motions, including Direct, Channel, Self-Serve, and Enterprise.
- Strong proficiency with Salesforce, Tableau, SQL, or similar business intelligence and CRM platforms.
- Experience in a high-growth or transformational environment where Sales Operations played a strategic role.
Durable Skills
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
Skills
Sales Operations, Territory Planning, Account Segmentation, Forecasting, Pipeline Management, Quota Planning, Sales Capacity Modeling, Salesforce, Tableau, SQL, Artificial Intelligence, Automation, Data Analytics, Go-to-Market Strategy, Executive Reporting
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