EMEA Sales Strategy & Operations Lead

As a Sales Strategy & Operations Lead focused on EMEA, you’ll be a strategic and operational partner to Sales leadership. You will translate market nuance into clear GTM choices (where to play, how to win, and how to scale), and you’ll build the operating system that helps teams execute: planning cadences, insights, playbooks, and cross‑functional alignment. This role is ideal for someone who is equally comfortable with data‑driven analysis and field‑facing partnership—someone who can work shoulder‑to‑shoulder with regional leaders to remove friction, improve clarity, and consistently drive performance across diverse EMEA markets.

What you’ll do

• EMEA GTM strategy & market insight
  • Partner with EMEA Sales and regional leaders to set country/region priorities, coverage strategy, and industry focus.
  • Apply strong understanding of EMEA market differences—procurement norms, regulatory context, competitive landscape, partner ecosystems, and buying behaviors—to shape practical sales motions.
  • Identify industry customer needs and pain points in EMEA, and synthesize feedback into clear recommendations for Product, Engineering, Finance, Legal, and Enablement.
• Planning, segmentation & performance management
  • Drive quarterly, semi‑annual, and annual planning cycles (targets, capacity assumptions, pipeline expectations, and execution cadence).
  • Build and evolve territory and account segmentation models that reflect EMEA realities (country maturity, language, enterprise concentration, and cross‑border buying patterns).
  • Monitor pipeline dynamics and sales performance using Sales data; surface actionable insights and flag risks early.
• Playbooks, value propositions & sales motions
  • Create and maintain EMEA‑relevant value propositions, use cases, and sales plays tailored to vertical and country‑level nuances.
  • Standardize how value is articulated across industries while enabling local customization where needed.
  • Partner with Account Executives to refine industry sales motions and codify best practices into scalable playbooks.
• Cross‑functional leadership & executive communication
  • Lead collaboration across Strategy/RevOps, Sales Enablement, Strategic Finance, Product, and Marketing to ensure EMEA strategy alignment.
  • Translate field signal into product and roadmap input (e.g., compliance requirements, integration expectations, data residency concerns, vertical‑specific needs).
  • Prepare executive‑ready materials (performance reviews, planning decks, leadership updates) with crisp storytelling and clear decision points.
• Operational excellence & systems
  • Remove operational bottlenecks common in complex EMEA enterprise cycles.
  • Partner on industry‑specific CRM configurations and data management; ensure Salesforce supports EMEA segmentation and reporting needs.
  • Establish and reinforce sales process standards (qualification, stage definitions, forecasting discipline) to improve consistency and execution quality.

What we’re looking for

• Required
  • 8+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles.
  • Demonstrated, hands‑on experience partnering with EMEA Sales teams, with clear understanding of country‑level market nuances and how they influence GTM decisions and execution.
  • Strong analytical skills: ability to convert complex market and performance data into actionable insights and clear recommendations.
  • Experience supporting enterprise GTM motions (pipeline management, forecasting, segmentation, coverage strategy).
  • Proven experience in territory design, quota/target setting, and bottoms‑up planning (capacity and productivity modeling).
  • Strong working knowledge of Salesforce (required) and business intelligence tools; comfort improving reporting and operational rigor.
  • Ability to influence and partner with senior stakeholders and Sales leadership.
• Nice to have
  • Experience in high‑growth SaaS environments, particularly scaling EMEA coverage models and operating cadences through rapid growth.
  • Familiarity with regulated selling environments and complex compliance/security review processes common across EMEA.
  • Exposure to AI/ML, cloud infrastructure, or developer/platform products selling into enterprise.
  • MBA or advanced degree.
  • Prior experience building industry‑specific GTM motions from scratch and scaling them across multiple countries.

Annual Salary - 115,000 - 150,000 GBP

Compensation Philosophy We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.

Benefits Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in‑office days in the US and more.