Director, Sales Operations – EMEA, APJ

Jobtailor; Deutschland; Remote; EUR 120.000 - 180.000; Vollzeit

Zusammenfassung

Jobtailor is seeking an experienced Sales Operations leader to drive GTM execution across EMEA and APAC. You will lead a growing Sales Operations team, partner with GVP/VP leaders, shape territory design, forecasts, and reporting, and own data integrity across Salesforce and GTM tools.

You will collaborate with Marketing, Finance, Legal and regional leaders, travel ~25%, and establish governance to improve processes and win rates in a fast‑growing enterprise SaaS environment.

Qualifikationen

• Extensive leadership of a sales operations team in a high-growth enterprise SaaS environment.
• Proven capability to design multi-country territory models and quotas for EMEA/APAC.
• Hands-on Salesforce expertise with reporting, data models, and process design.
• Track record of running a trusted forecast cadence with leadership.
• Strong analytical skills and ability to make data-driven recommendations.
• Excellent communication across front-line and executive audiences.

Aufgaben

• Lead, coach, and develop the Sales Operations team for EMEA and APAC.
• Partner with GVP/VP leaders as the revenue operations liaison.
• Shape leadership meetings and QBRs with data and recommendations.
• Own territory design, capacity planning, and quota allocation.
• Manage weekly forecast cadence, pipeline health, and reporting.
• Drive data integrity in Salesforce and GTM tools.
• Collaborate with Marketing, Finance, Legal, and Customer Success to improve GTM processes.
• Ensure governance and handle credit and coverage questions.
• Navigate GDPR, data residency, and multi-currency reporting.

Kenntnisse

GTM Operations Leadership

People Management

Territory Design

Salesforce Expertise

Forecasting

Data Analytics

Communication

Stakeholder Management

Regional Collaboration

Tools

Salesforce

Outreach

Gong

HubSpot

CPQ

Sigma

Tableau

Looker

Jobbeschreibung

Responsibilities

• Lead, coach, and develop the existing Sales Operations team supporting EMEA and APAC
• Serve as the direct revenue operations partner to the GVP, EMEA, RVP, APAC, and their leadership teams
• Shape EMEA and APAC leadership meetings, staff meetings, and QBRs with data and recommendations
• Partner with regional VPs and front-line managers and represent EMEA/APAC within global GTM Operations
• Own annual and in-year territory design across EMEA and APAC
• Run capacity and coverage modeling, including headcount plans, ramp assumptions, quota allocation, and productivity targets
• Own weekly forecast cadence, pipeline inspection, forecast calls, roll-up accuracy, and leadership narratives
• Deliver weekly, monthly, quarterly, and Board-level operating reports
• Own pipeline health and funnel analytics, including conversion, source/campaign contribution, win/loss patterns, and growth levers
• Drive data integrity and hygiene in Salesforce and the broader GTM stack
• Partner with global GTM Operations on systems and process changes
• Support regional sales compensation execution with global Sales Ops and Finance
• Partner with Marketing, BDR, Customer Success, Finance, and Legal to improve GTM processes
• Maintain governance and rules of engagement and arbitrate coverage or credit questions
• Incorporate data residency, GDPR, APAC privacy, local entity, and currency requirements into processes and reporting

Requirements

• Deep Sales, Revenue, or GTM Operations experience, including significant time in high-growth Enterprise B2B SaaS
• Proven experience managing and developing a sales operations team
• Demonstrated ownership of multi-country international territory design, quota allocation, and capacity planning; EMEA experience is essential
• Hands-on, expert-level Salesforce fluency, including reporting, data models, and process design
• Track record of running a forecast cadence trusted by sales leadership, with measurable improvement in forecast accuracy
• Strong analytical foundation and ability to make defensible recommendations
• Excellent communication skills across front-line and executive audiences
• Success partnering with senior revenue leaders at GVP/VP/GM level
• Ability to support multiple regional leaders with different levels of business maturity
• Experience operating as a regional leader inside a globally managed function
• Working knowledge of Salesforce, Outreach, Gong, HubSpot, CPQ, and Sigma/Tableau/Looker
• Comfort with multiple currencies, legal entities, languages, data privacy regimes, and EMEA/APAC time zones
• Self-starter able to manage multiple priorities in a fast-paced, high-growth environment
• Willingness to travel across EMEA and APAC and to the US for QBRs and planning cycles (~25%)
• Public sector or regulated-industry GTM operations experience is a plus but not required
• Experience with SQL or building data models directly is a plus but not required

Core Competencies

Demonstrates expertise in Sales Operations, including territory design, quota allocation, and capacity planning across EMEA and APAC. Proficient in Salesforce and data analytics, with a strong ability to partner with senior leadership and drive data integrity in GTM processes.

Highest-signal resume keywords

• Sales Operations Management
• Salesforce Expertise
• Forecast Accuracy Improvement
• Data Analytics and Reporting
• EMEA Territory Design

Hard Skills

• Sales Operations
• Revenue Operations
• Quota Allocation
• Capacity Planning
• Forecasting
• Data Modeling
• Analytical Skills
• GTM Processes
• Data Integrity
• GDPR Compliance

Soft Skills

• Excellent Communication
• Team Leadership
• Self-Starter
• Multi-Priority Management
• Partnership with Senior Leaders

Industry Keywords

• B2B SaaS
• High-Growth Environment
• Public Sector Experience
• Regulated Industry Experience
• Data Privacy Regimes

Tools & Technologies

• Salesforce
• Outreach
• Gong
• HubSpot
• CPQ
• Sigma
• Tableau
• Looker