Sales Operations Director EMEA Commercial Sales

<p>Role Overview</p><p>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.</p><p>This is a high-impact, high-visibility role requiring strong cross-functional collaboration with Finance, HR, Deal Desk, Commissions, and Global Sales Operations leadership.</p><p>&#xa0;</p><p>Key Responsibilities Strategic Business Partnering</p><ul><li>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.</li><li>Translate business strategy into operational plans, ensuring alignment between global priorities and regional execution.</li><li>Proactively identify risks and opportunities through data analysis and market intelligence, presenting actionable recommendations to leadership.</li></ul><p>Planning &amp; Territory Management</p><ul><li>Orchestrate annual and in-year sales planning including territory design, quota setting, headcount modelling, and coverage optimisation for the EMEA Commercial segment.</li><li>Develop a quantified view of the market opportunity to inform resource allocation and investment decisions.</li><li>Manage territory changes, quota adjustments, and exception processes throughout the fiscal year.</li></ul><p>Forecasting &amp; Pipeline Management</p><ul><li>Own and drive the forecast cadence for EMEA Commercial Sales, delivering accurate weekly, monthly, and quarterly forecasts to EMEA and Global leadership.</li><li>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.</li><li>Support quarter-close operations including daily forecast updates and deal-level inspection with sales leadership.</li></ul><p>Analytics &amp; Performance Management</p><ul><li>Generate insights through advanced analytics and data mining to improve decision-making and sales efficiency across the Commercial segment.</li><li>Develop and maintain key performance dashboards covering forecast accuracy, pipeline generation, win rates, cycle times, ASP, and seller productivity.</li><li>Establish trend analysis and performance benchmarking to identify inefficiencies and drive continuous improvement.</li></ul><p>Operational Excellence &amp; GTM Readiness</p><ul><li>Drive GTM operational readiness by leading and participating in projects that improve productivity, efficiency, accuracy, and scale.</li><li>Partner with Global Sales Operations on strategic initiatives, acting as the EMEA Commercial focal point for feedback, resource allocation, and execution.</li><li>Champion CRM hygiene and adoption of sales process automation tools, ensuring data integrity across all systems.</li><li>Drive innovation through tooling and automation to enable a self-serve culture across the Commercial sales organisation.</li></ul><p>&#xa0;</p><p>&#xa0;</p> <ul><li>10+ years of progressive experience in Sales Operations, Revenue Operations, or Business Operations within enterprise technology/SaaS companies.</li><li>Proven experience operating at Director level or equivalent in a matrix, high-growth environment.</li><li>Deep understanding of SaaS sales models, subscription economics, and enterprise go-to-market motions.</li><li>Strong financial and analytical background with experience in sales planning, quota methodology, territory design, and compensation modelling.</li><li>Proficiency with CRM platforms , BI/analytics tools (Power BI, Tableau), and planning tools (Anaplan, Varicent, or similar).</li><li>Exceptional stak ... (truncated, view full listing at source)