EMEA GTM Strategy & Ops Lead

LeanScale, Inc.; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Factory is seeking a founding GTM Strategy & Operations Lead to partner with EMEA sales leadership, translating company goals into segment targets and KPIs, owning the forecast and cadence. This high-visibility role drives strategy, territory design, quota, and incentive structures to optimize performance across the organization.

You will build financial models, improve Salesforce and the GTM stack, and lead cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering,

Qualifications

• 4+ years of professional experience in consulting, investment banking, private equity, corporate strategy, or a high-growth startup.
• Strong analytical skills: You go deep on data and structure analyses quickly to answer the business question at hand.
• Ownership: You take initiative, drive problems to the finish, bring in the right people at the right time, and hold yourself accountable for the outcome.
• Bias for action: You deliver high-quality work on tight timelines and in high-stakes moments.
• Judgment and a nose for value: You can tell which problems will move the business most, focus there, and deprioritize the rest.
• Comfort with ambiguity and change: You turn messy, undefined problems into a clear plan.
• Process and operational thinking: You solve a problem once, then document and systematize it.
• Communication and stakeholder management: You earn senior stakeholders' confidence with clear recommendations.
• AI fluency: You have a practical instinct for using AI to increase leverage.
• Advanced Excel or Sheets is a must. Experience with Salesforce, SQL, and BI tools is a plus.
• Experience in Sales, Sales Strategy, Business Operations, or Revenue Operations is a plus.

Responsibilities

• Partner directly with EMEA leadership to define segment strategy, growth priorities, and execution plans.
• Translate company-level goals into segment targets, operating plans, and measurable KPIs.
• Own the forecast for your segments: run the cadence, pressure-test the calls, and give leadership a defensible view of where the quarter lands.
• Lead high-impact analyses that inform critical decisions across pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment.
• Build the financial and operating models used to evaluate trade-offs and quantify the impact of GTM decisions.
• Own territory and account coverage design, quota setting, and the mechanics that make both defensible to reps and leadership.
• Design and run the core business cadences that create accountability: weekly pipeline reviews, forecast calls, and QBRs.
• Build the dashboards and reporting infrastructure that give leadership visibility into performance, productivity, and pipeline generation.
• Establish the metrics that distinguish top performers, diagnose the root causes of underperformance, and scale what works across the team.
• Improve Salesforce and the surrounding GTM stack so data integrity, workflow efficiency, and reporting keep pace with the business.
• Project-manage cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations.
• Find novel ways to use Factory droids to automate the reporting, analysis, and deal support work that would otherwise consume the team.
• Roll up your sleeves on immediate problems while building the long-term infrastructure, and present clear, structured recommendations to senior leadership.

Skills

Strong analytical skills

Ownership

Bias for action

Judgment

Ambiguity tolerance

Process thinking

Communication

AI fluency

Advanced Excel/Sheets

Salesforce

SQL

BI tools

Sales/Operations experience

Tools

Salesforce

SQL

BI tools

Job description

Factory is seeking a founding GTM Strategy & Operations Lead to partner with EMEA sales leadership, translating company goals into segment targets and KPIs, owning the forecast and cadence. This high-visibility role drives strategy, territory design, quota, and incentive structures to optimize performance across the organization.

You will build financial models, improve Salesforce and the GTM stack, and lead cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering,