GTM Strategy & Operations Manager – EMEA

Cresta; Deutschland; On-site; EUR 90,000 - 150,000; Full time

Job summary

Jobtailor in Germany seeks a results-driven Revenue Operations leader to shape EMEA GTM strategy, own territory design, and drive quarterly planning.

You will partner with Sales, Marketing, Finance, and Product to surface data-driven insights, manage forecast accuracy, and remove operational bottlenecks.

The ideal candidate has 5+ years in revenue or sales operations, Salesforce experience, and a proven track record across multiple EMEA markets.

Qualifications

• 5+ years in revenue operations, sales operations, GTM strategy, or related roles in B2B SaaS or enterprise tech.
• Strong ability to build models, work with large datasets, and translate questions into actionable insights.
• Proven experience owning and executing complex operational processes with attention to detail.

Responsibilities

• Partner with EMEA sales and regional leaders to shape go-to-market strategy and prioritization.
• Own territory design, book-of-business construction, and rebalance territories.
• Drive annual and quarterly planning across capacity, headcount, and targets.
• Run weekly forecast calls, pipeline reviews, and BBRs for EMEA.
• Own forecast accuracy and surface slippage and gaps in coverage.
• Analyze performance to develop data-driven prioritization frameworks.
• Set and track KPIs; translate analyses into executive-ready recommendations.
• Remove bottlenecks and ensure timezone coverage for time-sensitive issues.
• Execute account transitions, CRM updates, and data governance with integrity.
• Collaborate with RevOps to roll out processes, tools, and GTM infrastructure.
• Advise EMEA sales leadership as cross-functional SME across Sales, Marketing, Finance, and Product.
• Communicate high-impact changes clearly, including territory moves.

Skills

Revenue Operations

GTM Strategy

Salesforce

SQL Proficiency

Analytical Skills

Tools

Tableau

Looker

CRM Systems

AI Tools

Job description

• Partner with EMEA sales and regional leaders to shape go-to-market strategy, including country and region prioritization, sector focus, coverage models, and segment-specific plays
• Own territory design and book-of-business construction; define, carve, and rebalance territories
• Drive annual and quarterly planning cycles across capacity, headcount, and target-setting
• Run weekly forecast calls, pipeline reviews, and quarterly business reviews for EMEA
• Own forecast accuracy and pipeline health, surfacing slippage and coverage gaps
• Analyze sales performance, productivity, and pipeline dynamics to develop data-driven insights and account-prioritization frameworks
• Set, track, and measure goals and KPIs and translate analyses into executive-ready recommendations
• Remove operational bottlenecks and provide timezone coverage for time-sensitive issues
• Execute account transitions, CRM updates, and data management while maintaining data integrity
• Partner with central RevOps to roll out processes, tools, and GTM infrastructure
• Advise EMEA sales leadership and serve as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product
• Communicate high-impact or sensitive changes, such as territory moves, clearly and thoughtfully

Requirements

• 5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization
• Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on
• Proven ability to own and execute complex operational processes with high attention to detail and accuracy
• Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives
• Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT)
• High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment
• SQL proficiency for querying and modeling data at scale
• Familiarity with AI or conversational AI, and with consumption or usage-based business models
• Experience operating across multiple EMEA markets and working with a globally distributed RevOps team

Core Competencies

Demonstrates expertise in revenue operations and go-to-market strategy, with a strong focus on data analysis, territory management, and stakeholder communication. Proficient in utilizing GTM systems and BI tools to drive operational efficiency and strategic decision-making.

Highest-signal resume keywords

• Revenue Operations
• GTM Strategy
• Salesforce
• SQL Proficiency
• Analytical Skills

ATS Optimization Keywords

Hard Skills

• Data Analysis
• Operational Process Execution
• Model Building
• KPI Tracking
• Forecast Accuracy

Soft Skills

• Stakeholder Management
• Communication Skills
• Attention to Detail
• Influencing Skills
• Judgment and Discretion

Industry Keywords

• B2B SaaS
• Enterprise Tech Sales
• EMEA Markets
• Revenue Operations
• Consumption-Based Business Models

Tools & Technologies

• Salesforce
• Tableau
• Looker
• AI Tools
• CRM Systems