EMEA GTM Strategy & Operations Manager

ABOUT THE ROLE

We're looking for an EMEA GTM Strategy & Operations Manager to serve as the dedicated operational partner to the GM, EMEA. In this role, you'll be the connective tissue between the EMEA go-to-market (GTM) organization and Global Revenue Operations (RevOps), owning the operating cadence, surfacing the insights that drive decisions, and turning regional strategy into executable plans. You’ll shape strategic decisions, not just document them.

You'll support the full EMEA GTM motion across Business Development Representative (BDR), Account Executive (AE), Partner Account Manager (PAM), Account Manager (AM), Solutions Engineer (SE), Customer Engineer (CE), and Forward Deployed Engineer (FDE) functions, spanning four Areas: FIME, UKI, DACH, and Iberia. You'll run the forecast, pipeline review, and QBR cadence, own analytics and insights for the region, drive process improvement, and feed regional learnings back into the Global RevOps Center of Excellence, so best practices scale across the business.

This is a high-visibility role for someone who can move fluently between the boardroom and the spreadsheet — equally comfortable facilitating an executive forecast review and building the capacity model underneath it.

Key Responsibilities

• Sharpen the GM’s thinking on the trade-offs that matter, co-author the narrative for executive forums, and own the region's GTM operating model and rhythm of business
• Run the EMEA operating cadence end to end — preparing, facilitating, and following up on weekly forecast calls (new sales, expansion & retention), pipeline reviews, and pipeline generation campaigns across the four Areas (FIME, UKI, DACH, Iberia)
• Own the quarterly business review (QBR) cadence: structure, narrative, data, and readouts for regional and executive audiences
• Deliver analytics and insights across the full EMEA GTM funnel (BDR, AE, PAM, AM, SE, CE, FDE), translating data into clear, actionable recommendations
• Lead cross-functional initiatives and process improvement initiatives that increase seller productivity, pipeline health, and forecast accuracy
• Build the business case and the entry model for geographic expansion: where to go, with what coverage, and what it takes to get there
• Partner with the Global RevOps Center of Excellence, providing regional inputs and adopting standardized best practices, tooling, and methodologies
• Drive annual planning for EMEA, including territory design, segmentation, and capacity/headcount modeling
• Support quota setting, coverage models, and GTM design in partnership with Sales, Finance, and the broader RevOps team
• Maintain data quality and operational discipline across the region's systems and reporting

Qualifications

• 5+ years of experience in Revenue Operations, Sales Operations, Strategy & Operations, or a comparable analytical/commercial role, ideally within a high-growth B2B SaaS environment
• Strong experience supporting a multi-segment, multi-country GTM organization across direct, partner, and post-sales motions
• Demonstrated ownership of forecasting, pipeline management, and QBR processes at a regional or business-unit level
• Excellent analytical skills — fluency with Salesforce and BI/reporting tools (Looker, Hex); comfort building capacity, territory, and segmentation models
• Experience with annual planning, including territory and quota design
• Exceptional stakeholder management — credible with senior commercial leaders and able to influence without authority
• Strong communication and storytelling skills; able to turn complex data into a clear executive narrative
• A bias for action, comfort with ambiguity, and the ability to operate independently in a fast-moving environment
• Fluency in English required; additional European languages (French, German, Spanish) a plus