Director, EMEA Sales Operations

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Act as the primary Sales Operations partner for EMEA, focusing on New Logo, Growth, and Commercial/hybrid strategies.

• Collaborate with the VP of EMEA and regional sales leadership to enhance pipeline generation, account penetration, and territory design.

• Manage pipeline visibility and maintain forecasting accuracy across EMEA sales initiatives.

• Perform white-space and Total Addressable Market (TAM) analyses to pinpoint high-propensity targets.

• Recognize process inefficiencies and introduce automation, including AI-driven workflows.

• Evaluate regional sales performance and convert insights into actionable recommendations.

• Develop and oversee Salesforce and Omni reports and dashboards.

• Assist in forecasting calls, Quarterly Business Reviews (QBRs), pipeline assessments, and account planning meetings.

• Lead annual and in-year capacity planning, territory design and re-design, and quota distribution.

• Assess new market entry opportunities and collaborate on market expansion, coverage models, and organizational design.

⛳️ Requirements

• Background in Sales Operations, Revenue Operations, or Field Operations supporting a B2B enterprise or strategic sales organization in technology or software.

• Demonstrated success in supporting new logo acquisition, growth/expansion efforts, and self-service or hybrid Account Executive-assisted processes.

• Practical experience utilizing AI tools such as ChatGPT, Gemini, Notion AI, or specialized GTM AI solutions for analysis, automation, insights, and decision-making.

• In-depth knowledge of EMEA markets, with an understanding of their cultural and commercial distinctions.

• Experience in constructing equitable territories, account scoring, quota distribution, and capacity modeling across multiple countries.

• Proficient in Salesforce, including the creation of scalable reports and dashboards.

• Strong analytical abilities, including proficiency in SQL, Business Intelligence (BI) tools, and AI assistants.

• Proven track record of cross-functional collaboration with regional sales and Solutions Architecture leadership, global GTM Operations, GTM Systems, and Marketing.

• Comfortable delivering insights and recommendations to senior regional and global leadership.

• Ability to function strategically as well as tactically.

• Bonus: experience in a consumption-based business model.

• Bonus: experience in evaluating or implementing AI-powered GTM tools and promoting their adoption.

🏝️ Benefits

• Salary and commission compensation when applicable.

• Reasonable accommodations for individuals with disabilities.

• AI interview recording and transcription, with the option to opt out without affecting candidacy.