Senior Revenue Operations Manager, EMEA

At New Relic, we shape the future of observability. We build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we expand our global footprint, we’re looking for passionate people to help the world’s best companies optimize their digital applications.

This hybrid role offers flexibility: work from the local office 1–2 days a week, balancing teamwork and independence.

What you’ll do

• Strategic Business Partnering & Forecast Rigour: Drive the weekly, monthly and quarterly forecasting cadence for Strategic and Enterprise business units; ensure accuracy in predicting closure of complex, high‑value deals. Partner with Sales Leadership to conduct deep‑dive pipeline analysis, identifying risks, advising on deal health and providing cross‑functional counsel. Apply advanced statistical rigor to forecasting, moving beyond intuition to provide data‑backed predictions for high‑value deals. Conduct deep‑dive analyses on forecast‑to‑actual variances to identify systemic risks and improve overall predictability of the book of business. Lead the preparation and execution of Quarterly Business Reviews (QBRs) for the sectors, presenting actionable insights to executive leadership.
• Enterprise Deal Strategy & Operational Excellence: Act as a trusted advisor on large deal structures, collaborating with Legal, Finance and Deal Desk to streamline non‑standard approvals. Analyze whitespace and penetration within Strategic & Enterprise accounts to support Account Executives in maximizing revenue potential. Ensure effective governance and compliance within the enterprise deal cycle while maintaining sales velocity.
• Data, Systems, and Advanced Analytics: Standardize and optimize CRM processes for Enterprise selling motions. Provide ad‑hoc, high‑level reporting on trends, consumption, churn risk and expansion opportunities. Track and communicate key performance indicators, ensuring their mathematical integrity. Architect and maintain complex financial and operational models tracking consumption trends, churn risk and expansion opportunities across EMEA.
• Sales Enablement & Process Architecture: Drive and influence process improvements to systems and workflows for long‑cycle Enterprise sales. Propose enhancements for better user experiences and efficiency for Sales Executives and Account Managers. Support initiatives for application enhancement and process automation to reduce administrative burden. Collaborate with Enablement teams to ensure the field is proficient across the sales process, playbooks and tools required to excel in their roles.
• Fiscal Year Planning & Territory Design: Lead the coordination of sales plans and segmentation for Strategic & Enterprise business, designing equitable territories and quotas. Advise on international commission splits and rules relevant to multi‑regional Strategic accounts. Maintain mid‑year cycles to ensure optimal coverage across the segments and territories.

This role requires:

• Extensive Operations Experience: Deep background in sales or revenue operations supporting Enterprise or Strategic customer segments in the technology sector.
• Scale & Complexity: Proven experience managing a complex book of business in excess of $200M+ in revenue.
• Strategic Data Storytelling: Advanced numerical literacy with the proven ability to influence Executive Sales Leaders by translating complex data sets into a clear strategic narrative.
• Quantitative & Statistical Rigor: Demonstrated expertise in applying advanced statistical models to forecasting cadence, moving beyond intuition to provide data‑backed predictive accuracy for high‑value Enterprise deals.
• Analytical Execution & Integrity: A meticulous approach to maintaining the mathematical integrity of KPIs and architecting complex financial/operational models that track consumption trends and churn.
• SaaS & Consumption Acumen: Deep familiarity with Consumption and SaaS go‑to‑market models, particularly “LAER” strategies and the mathematical drivers behind them (e.g., NRR, CAC, and LTV).
• Strategic Fiscal Planning: Hands‑on experience in the mathematical architecture of territory design, equitable quota setting and complex international commission splits.
• Technical Proficiency: High proficiency in leading GTM Tech Stack tooling, including Salesforce and Tableau, with the ability to navigate the full lead‑to‑cash journey.
• Cross‑Functional Influence: Demonstrated skill in complex analysis and influencing cross‑functional teams such as Finance, Legal, and Deal Desk to streamline high‑stakes account management.

Bonus points if you have:

• Hold a professional certification such as a CFA, CPA, or a degree in a quantitative field (Economics, Statistics, Finance, or Engineering).
• Proficiency in financial modeling, including building automated, dynamic models with complex logic (VBA, Macros, or advanced Google Apps Script).
• Experience with advanced Revenue Operations frameworks (Salesforce Certified Advanced Administrator, or Tableau Desktop Specialist).
• Direct experience in a high‑growth, consumption‑driven or usage‑based business model (e.g., Snowflake, Datadog, AWS).
• Deep understanding of the Observability or Monitoring landscape and the specific commercial metrics that drive the sector.
• Prior experience in formal people management or as a project lead for global GTM transformation initiatives.
• Proficiency in a second European language, specifically German, French, or Spanish, to support the wider EMEA region.

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.