EMEA Sales Operations

Key Responsibilities:

Strategic Partnership & Business Enablement

• Act as a trusted advisor to the Theatre Sales Leader, providing data-driven insights, market intelligence, and strategic recommendations that inform sales strategies, territory design, and resource allocation.
• Partner with sales leadership to develop and refine go-to-market strategies, ensuring they are supported by actionable analytics, competitive insights, and customer trends.
• Challenge and influence senior stakeholders with forward-looking perspectives to drive profitable growth and sales effectiveness.
• Collaborate with cross-functional leaders (Finance, Marketing, Sales Enablement, Product) to ensure seamless execution of business priorities.
• Lead the implementation and governance of the Sales Management System across all sales levels, ensuring alignment to strategic business goals.
• Ensure optimal sales resource allocation and coverage modelling that supports the evolving Go-to-Market strategy and market opportunity.

Sales Planning & Performance Management

• Lead the design and governance of sales plans, territories, and quotas, ensuring fairness, transparency, and alignment to corporate objectives.
• Own the forecasting cadence for the theatre, ensuring consistency, accuracy, and accountability across AVP and RVP levels.
• Establish and maintain a performance management framework (KPIs, dashboards, reporting) to proactively track pipeline health, forecast accuracy, and sales productivity.
• Drive the end-to-end annual planning process for the theatre, including target setting, headcount planning, and segmentation strategies.

Operational Excellence & Execution

• Oversee compensation governance within Xactly, ensuring alignment with business objectives and clear communication with senior executives.
• Ensure all theatre-level sales policies, processes, and tools are optimized and consistently adopted to maximize efficiency.
• Drive operational readiness for QBRs, annual planning, and executive reviews, ensuring leaders have the insights and narratives required to make impactful decisions.
• Lead theatre-level execution of strategic sales plays, ensuring cross-functional enablement and adoption.
• Ensure operational cadence and readiness for all business reviews (weekly, quarterly, annual), providing actionable insights to sales leadership.
• Standardize execution and adoption of strategic sales initiatives across the theatre in partnership with Enablement and Marketing.

Qualifications

• 10+ years’ experience in sales operations, business operations, or strategic planning, preferably supporting enterprise sales leadership across multiple markets.
• Strong commercial acumen with the ability to translate data and insights into strategic recommendations that influence business outcomes.
• Proven expertise in sales planning, forecasting, and performance management, with deep understanding of enterprise sales motions.
• Advanced proficiency in Salesforce.com, Xactly, and business intelligence tools (e.g., Einstein Analytics, Tableau, Power BI).
• Exceptional ability to communicate with senior stakeholders, influencing at all levels with clarity and credibility.
• Strong project management skills; able to balance multiple priorities while delivering results in a fast-paced environment.
• Background in finance, FP&A, or business planning is highly desirable.
• Demonstrated success in building strong partnerships with senior sales leaders and cross-functional stakeholders.

Other

• Global mindset with cultural agility; experience leading diverse, geographically dispersed teams.
• Willingness to travel internationally as required.