About this role
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