Director, Sales Operations – EMEA, APJ

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