Manager, Commercial Operations

Diligent; München; Hybrid; EUR 110.000 - 165.000; Vollzeit

Benefits dieser Stelle

Hybrid work model

Global offices

Diligent culture and inclusion

Zusammenfassung

Diligent is seeking a strategic Manager of GTM Operations for EMEA/APAC to partner with the VP of Sales and align Sales, Customer Success, Marketing and Partnerships. You will build scalable processes, drive data-driven forecasting using Salesforce and Snowflake, and explore AI-enabled tooling to improve revenue growth.

Hybrid work model with global teams, opportunities to influence cross-functional GTM initiatives, and a focus on sustainable revenue expansion in a leading AI-driven GRC SaaS

Qualifikationen

• 5-7+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations.
• Experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans.
• Deep expertise in Salesforce, Outreach, and other GTM tools.
• Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs.
• Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives.
• Experience designing sales methodologies and commercial processes that scale in B2B SaaS.
• Comfort working cross-functionally and influencing without authority, excelling at aligning diverse stakeholders around common goal.
• Clear communication skills, and a strong sense of ownership.

Aufgaben

• Partner with the Sales and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
• Translate complex data into actionable recommendations for Commercial leaders
• Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity
• Drive and evolve the sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments
• Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.
• Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reporting
• Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics
• Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
• Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
• Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
• Identify and deploy AI-powered tooling across the sales workflow, such as automated deal scoring, forecasting models, and conversation intelligence, to reduce manual effort and improve rep productivity
• Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectives
• Continuously optimize territory assignments and GTM approaches based on performance data and growth trends

Kenntnisse

Revenue Operations

Executive Stakeholder Management

Sales Forecasting

Cross-functional Collaboration

Sales Methodologies

Communication

Tools

Salesforce

Outreach

Snowflake

GTM tools

Jobbeschreibung

Position Overview

We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success to join the GTM Operations team. The Manager of GTM Operations (EMEA/APAC) is a critical, strategic partner to the VP of Sales in EMEA and APAC. You will foster collaboration and alignment among the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships. The ideal candidate will have a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth. Strong analytical and strategic planning capabilities are essential.

Key Responsibilities

Commercial Strategy and Growth

• Partner with the Sales and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
• Translate complex data into actionable recommendations for Commercial leaders
• Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity

Forecasting & Pipeline Management

• Drive and evolve the sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments
• Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.
• Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reporting
• Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics

GTM and Sales Efficiency

• Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
• Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
• Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
• Identify and deploy AI-powered tooling across the sales workflow, such as automated deal scoring, forecasting models, and conversation intelligence, to reduce manual effort and improve rep productivity

Territory Management

• Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectives
• Continuously optimize territory assignments and GTM approaches based on performance data and growth trends

Qualifications

• 5-7+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations
• Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans
• Deep expertise in Salesforce, Outreach, and other GTM tools.
• Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs
• Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives
• Experience designing sales methodologies and commercial processes that scale in B2B SaaS
• Comfort working cross-functionally and influencing without authority, excelling at aligning diverse stakeholders around common goal.
• Clear communication skills, and a strong sense of ownership

About Us

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1,000,000 users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C‑Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.

At Diligent, we’re building the future with people who think boldly and move fast. Whether you’re designing systems that leverage large language models or part of a team reimaging workflows with AI, you’ll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.

Learn more at diligent.com or follow us on LinkedIn and Facebook

What Diligent Offers You

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
• We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
• We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
• Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.

Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability –to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.

Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and US EEOC’s Know Your Rights. We are a drug free workplace.

We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [e-mail].

To support a fair and consistent hiring process, we use AI and digital automated tools to assist our recruitment team in organizing candidate data, surfacing relevant applications, coordinating interview scheduling and summarizing interview notes. All final screening, evaluation, and hiring decisions are made by humans on our team. To learn more about how we collect, protect, and process your information, please review our Candidate Privacy Policy.

At Diligent, we recognize the value of a diverse global workforce. Visa sponsorship may be available for select positions based on business needs and specific role requirements. Sponsorship decisions are evaluated on a case‑by‑case basis, and eligibility should not be assumed for all opportunities.

Recruitment agencies

Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.