Sales Operations Manager

Fastly; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Job summary

Fastly in London is seeking a Sales Operations Manager to drive the efficiency of the EMEA sales team, shaping territory design, funnel optimization and revenue insights.

You will partner with Sales leadership and the Director of Strategy & Operations, own Salesforce dashboards and data analyses, and implement process improvements across marketing, channel and other revenue functions. This hybrid role is based in London with flexible work arrangements.

Qualifications

• 3–5 years of experience in a Sales Operations or Revenue Operations role, ideally within a high-growth SaaS.
• Excellent analytical, reporting, data manipulation, dashboard creation, and BI skills.
• Proven ability to manage regional projects and interact with cross-functional teams to drive operational plans.
• Working knowledge of Salesforce, Clari, and other sales tools.
• Excellent communication skills at all levels of the organisation.
• Detail oriented and highly organized with the ability to prioritise multiple deadlines.

Responsibilities

• Strategic Planning for the EMEA region with head-count modelling, territory carving, and quota setting.
• Support EMEA Sales leadership with pipeline and forecast reviews; develop Salesforce reports and dashboards.
• Partner with Global Sales Operations to identify/process improvements and automate workflows.
• Provide front-line support to the EMEA Sales team and broader revenue organisation.
• Collaborate with Marketing, Channel, Deal Desk and Finance to solve operational challenges.

Skills

Sales Operations

Revenue Operations

Data analysis

Sales forecasting

Cross-functional collaboration

Stakeholder communication

Tools

Salesforce

Clari

ZoomInfo

Outreach

SQL

Job description

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.

We're building a more trustworthy Internet. Come join us.

Sales Operations Manager

If you have a successful track record in sales operations or revenue operations, working with high-performing teams in a fast-growing environment, we wish to hear from you.

As a Sales Operations Manager, you will be the engine behind our sales team’s efficiency and a meaningful part of the growth of the EMEA region. You will partner with Sales leadership and the Director of Strategy & Operations to design sales territories, optimize the sales funnel, and provide analysis on revenue trends & critical metrics. In addition, you will drive operational improvements in the areas of reporting, tools, process, workflow, communication, and strategy.

What You'll Do

• Strategic Planning: Act in partnership with senior Sales leadership and the Director of Sales Strategy & Operations, in driving the annual planning process for the EMEA region. This includes head-count modelling, territory carving, and quota setting.
• Performance Analysis: Support EMEA Sales leadership to run their business effectively, including:
  • Supporting Pipeline and Forecast reviews.
  • Develop and maintain Salesforce reports and dashboards.
  • Compile data analysis and insights for key sales metrics and KPIs.
• Operational Excellence: Partner with the Global Sales Operations teams to identify and manage process and system improvements.Act as a power user of our CRM (Salesforce), ensuring data integrity and automating workflows to reduce "admin drag" for reps.
• Operational Front-Line Support: Provide front-line support to the EMEA Sales team and broader revenue organization to ensure the seamless execution and maintenance of the sales business.
• Cross-Functional Collaboration: Actively participate in cross-functional initiatives and partner with other teams (Marketing, Channel, Deal Desk, Finance etc) to identify and solve operational business challenges.

What We’re Looking For

• 3-5 years of experience in a Sales Operations or Revenue Operations role, ideally within a high-growth SaaS.
• Excellent analytical, reporting, data manipulation, dashboard creation, and business intelligence skills with the ability to translate data and metrics into predictable business insights.
• Proven ability to manage and execute small regional projects, and interact effectively with cross-functional teams in order to drive operational plans for the region.
• Working knowledge of Salesforce, Clari, and other sales tools, including ZoomInfo and Outreach.
• Excellent communication skills at all levels of an organisation. Comfortable presenting findings to VPs and Directors.
• Detail oriented and highly organized with the ability to prioritize multiple deadlines simultaneously.
• Proven ability to network and build strong relationships with peers and senior leaders.

We’ll be super impressed if you have experience in any of these:

• Experience with other sales tools, including 6Sense, Clari Copilor, BI Tools (Looker, Tableau or PowerBI) and SQL knowledge.
• Experience with building data models to define segments and target audiences based on available data
• Experience in the B2B sector, in a high-growth SaaS environment.

Work Hours:

This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position has one opening and can be hired in the following preferred office locations:

• London

Fastly currently embraces a largely hybrid model for most roles, which allows employees flexibility to split their time between the office and home.

Benefits

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? We offer a comprehensive benefits package designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [e-mail] or 501-287-4901.

Fastly collects and processes personal data submitted by job applicants in accordance with our Privacy Policy. Please see our privacy notice for job applicants.