Role Overview
The Director, Sales Operations for EMEA Commercial Sales is a strategic business partner to the EMEA Commercial Sales leadership team. This role is critical to driving operational excellence, forecast accuracy, pipeline rigour, and data-driven decision-making across the Commercial segment in EMEA. You will lead planning, analytics, territory design, quota allocation, and sales process optimisation to maximise revenue growth and seller productivity across the region.
This is a high-impact, high-visibility role requiring strong cross-functional collaboration with Finance, HR, Deal Desk, Commissions, and Global Sales Operations leadership.
Key Responsibilities Strategic Business Partnering
- Serve as the primary operational business partner to the EMEA Commercial Sales VP/AVP and their leadership team, providing strategic counsel on go-to-market execution.
- Translate business strategy into operational plans, ensuring alignment between global priorities and regional execution.
- Proactively identify risks and opportunities through data analysis and market intelligence, presenting actionable recommendations to leadership.
Planning & Territory Management
- Orchestrate annual and in-year sales planning including territory design, quota setting, headcount modelling, and coverage optimisation for the EMEA Commercial segment.
- Develop a quantified view of the market opportunity to inform resource allocation and investment decisions.
- Manage territory changes, quota adjustments, and exception processes throughout the fiscal year.
Forecasting & Pipeline Management
- Own and drive the forecast cadence for EMEA Commercial Sales, delivering accurate weekly, monthly, and quarterly forecasts to EMEA and Global leadership.
- Build and maintain a comprehensive pipeline review process, leveraging CRM data and BI tools (Power BI, Tableau) to provide insights on pipeline health, conversion rates, and deal velocity.
- Support quarter-close operations including daily forecast updates and deal-level inspection with sales leadership.
Analytics & Performance Management
- Generate insights through advanced analytics and data mining to improve decision-making and sales efficiency across the Commercial segment.
- Develop and maintain key performance dashboards covering forecast accuracy, pipeline generation, win rates, cycle times, ASP, and seller productivity.
- Establish trend analysis and performance benchmarking to identify inefficiencies and drive continuous improvement.
Operational Excellence & GTM Readiness
- Drive GTM operational readiness by leading and participating in projects that improve productivity, efficiency, accuracy, and scale.
- Partner with Global Sales Operations on strategic initiatives, acting as the EMEA Commercial focal point for feedback, resource allocation, and execution.
- Champion CRM hygiene and adoption of sales process automation tools, ensuring data integrity across all systems.
- Drive innovation through tooling and automation to enable a self-serve culture across the Commercial sales organisation.