Director, EMEA Sales Operations

Responsibilities

• Serve as the dedicated Sales Operations partner for EMEA, supporting New Logo, Growth, and Commercial/hybrid motions across the region, and knowing when to solve locally versus escalate to global GTM Operations or Systems.
• Partner with the VP of EMEA and regional sales leadership to deliver actionable insights on net-new pipeline generation, account penetration, and territory design.
• Own pipeline visibility and forecasting hygiene across all EMEA motions, including large complex enterprise deals, consumption workload ramps, and Commercial/self-serve pipeline.
• Conduct white-space and TAM analysis to identify high-propensity targets across EMEA's markets, with particular attention to the region's concentration of financial services, banking, and fintech accounts.
• Identify process gaps across the region's hunting, growth, and hybrid motions, and partner with GTM Systems to scope and implement automation—including AI-assisted workflows that reduce manual effort and increase regional coverage.
• Analyse regional sales performance (win/loss, deal velocity, conversion, quota attainment) across segments, and translate findings into clear recommendations for the VP of EMEA and regional leaders; leverage AI tools to accelerate analysis and surface patterns at scale.
• Build and maintain Salesforce and Omni reporting and dashboards tailored to EMEA, supporting Strategic, Growth, and Commercial views (including CQA/Tiered account, SSU, and workload metrics specific to the region).
• Support the region's full operating cadence: forecasting calls, QBRs, pipeline reviews, and account planning sessions, often prepping leadership with regional metrics ahead of cross-timezone reviews.
• Drive annual and in-year planning for EMEA: capacity plans, territory carving and re-carving (including account transitions as reps' territories evolve), and quota allocation across New Logo, Growth, and Commercial.
• Evaluate new market entry and partner with regional GTM leadership on market expansion priorities, including coverage models and impacts to org design.

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