GTM Strategy & Operations Manager – EMEA

Stellenbeschreibung:

Partner with EMEA sales and regional leaders to shape go-to-market strategy, including country and region prioritization, sector focus, coverage models, and segment-specific plays
Own territory design and book-of-business construction; define, carve, and rebalance territories
Drive annual and quarterly planning cycles across capacity, headcount, and target-setting
Run weekly forecast calls, pipeline reviews, and quarterly business reviews for EMEA
Own forecast accuracy and pipeline health, surfacing slippage and coverage gaps
Analyze sales performance, productivity, and pipeline dynamics to develop data-driven insights and account-prioritization frameworks
Set, track, and measure goals and KPIs and translate analyses into executive-ready recommendations
Remove operational bottlenecks and provide timezone coverage for time-sensitive issues
Execute account transitions, CRM updates, and data management while maintaining data integrity
Partner with central RevOps to roll out processes, tools, and GTM infrastructure
Advise EMEA sales leadership and serve as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product
Communicate high-impact or sensitive changes, such as territory moves, clearly and thoughtfully

Requirements

5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization
Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on
Proven ability to own and execute complex operational processes with high attention to detail and accuracy
Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives
Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT)
High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment
SQL proficiency for querying and modeling data at scale
Familiarity with AI or conversational AI, and with consumption or usage-based business models
Experience operating across multiple EMEA markets and working with a globally distributed RevOps team

Core Competencies

Demonstrates expertise in revenue operations and go-to-market strategy, with a strong focus on data analysis, territory management, and stakeholder communication. Proficient in utilizing GTM systems and BI tools to drive operational efficiency and strategic decision-making.