Manager, Commercial Operations

We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success to join the GTM Operations team. The Manager of GTM Operations (EMEA/APAC) is a critical, strategic partner to the VP of Sales in EMEA and APAC. You will foster collaboration and alignment among the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships. The ideal candidate will have a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth. Strong analytical and strategic planning capabilities are essential.

Key Responsibilities:

• Commercial Strategy and Growth: Partner with the Sales and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets. Translate complex data into actionable recommendations for Commercial leaders. Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity. Drive and evolve the sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments. Utilize Salesforce, GTM tools and data sets (Snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes. Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reporting. Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics.
• GTM and Sales Efficiency: Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews). Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments. Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting. Identify and deploy AI-powered tooling across the sales workflow, such as automated deal scoring, forecasting models, and conversation intelligence, to reduce manual effort and improve rep productivity.
• Territory Management: Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectives. Continuously optimize territory assignments and GTM approaches based on performance data and growth trends.

Qualifications:

• 5-7+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations.
• Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans.
• Deep expertise in Salesforce, Outreach, and other GTM tools.
• Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs.
• Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives.
• Experience designing sales methodologies and commercial processes that scale in B2B SaaS.
• Comfort working cross-functionally and influencing without authority, excelling at aligning diverse stakeholders around common goals.
• High EQ, clear communication skills, and a strong sense of ownership.

Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be done differently both in our internal processes and to help our clients. We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting-free days, generous time off policy and wellness programs to name a few. We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.

If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community. We are a drug-free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, colour, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.