Director of EMEA Sales Strategy and Operations

As the Director of Sales Strategy and Operations for EMEA, you will serve as the COO to the MD of EMEA Sales. In this capacity, you'll provide strategic counsel and 'run the business' support for all aspects of sales in the EMEA territory (planning, pipeline, partners, compensation, capacity, marketing, etc). This role has one foot in near-term execution, and the other in long-term strategy to unlock growth in the future. The EMEA scope includes dozens of countries in Europe, Middle East, and Africa.

What you'll do:

• Run the EMEA Sales Business: you and your team will be responsible for executing strategy and operations within a diverse and large geographic territory ($B+ ARR) that spans hundreds of sellers, dozens of countries, and multiple customer segments. You'll lead forecast calls, pipeline reviews, XBRs, and ensure the business is instrumented and best positioned to hit the plan.
• Serve as a 'Trusted Advisor' to EMEA Sales Leadership: a critical part of this role is establishing and maintaining deep relationships with Sales Leadership within the territory and globally across the business. In doing so, senior leaders will look to you daily for guidance and counsel on how best to grow the EMEA business.
• Translate Data into Insights & Action: There is no shortage of data. Your role will be to translate various data and insights into clear and simple narratives, and then leverage those insights to create action plans that yield both near and long-term results.
• Build and Lead a world-class Sales Strategy team: the title says it all, you'll be responsible for leading, developing, and nurturing a top-tier EMEA sales strategy and operations team (Analysts and Managers)
• Drive multi-year Strategic Plans: in addition to day-to-day execution, this role will lead future horizon growth strategy and go-to-market expansion across all segments, channels, and countries within the EMEA.
• Partner with Cross-Functional Leaders to Drive Company-wide Change: This role will interface heavily with cross-functional leaders from Sales, Marketing, Customer Success, Finance, Product, Legal, Operations, etc. In doing so, you'll often be the 'nexus point' between the EMEA geo and the rest of the business. As such, you'll represent and influence the geo by working with and through other functions in the business.

Who you are:

• Extensive experience in Strategy and Operations Leadership, preferably with several years in B2B SaaS.
• Strong ability to collaborate and influence up, down, and across the business. This means influencing without authority, building alliances, and bringing a sense of calm to complex and time-sensitive situations.
• Clear thinker and compelling communicator - both verbal and written.
• Advanced understanding of sales finance, revenue forecasting, and various routes to market (channel, direct, self-serve).
• Comfortable pivoting from high-level strategy to granular execution; one minute you might be presenting to the entire executive staff, the next you're writing FAQs for a new sales initiative, the next you're deep in an Excel workbook tracing through formulas to understand a key insight better.
• Ability to operate independently with minimal supervision (i.e., self-starter).
• Proven leadership capabilities, with experience in managing and developing high-performing teams.
• Sense of humour, team-oriented, and quick to help a colleague.