Manager, Commercial Operations

Position Overview:

We are seeking a strategic, data-driven leader with a deep understanding of sales processes, marketing strategies, and customer success to join the GTM Operations team. The Manager of GTM Operations (EMEA/APAC) is a critical, strategic partner to the VP of Sales in EMEA and APAC. You will foster collaboration and alignment among the entire commercial organization including Sales, Customer Success, Marketing, and Partnerships. The ideal candidate will have a proven track record of building scalable processes and leveraging AI to drive sustained revenue growth. Strong analytical and strategic planning capabilities are essential.

Key Responsibilities:

Commercial Strategy and Growth

• Partner with the Sales and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets

• Translate complex data into actionable recommendations for Commercial leaders

• Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity

Forecasting & Pipeline Management

• Drive and evolve the sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments

• Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes.

• Leverage AI and machine learning capabilities within the existing data stack (e.g., Snowflake, Salesforce) to enhance forecast accuracy, surface pipeline risk earlier, and automate routine reporting

• Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics

GTM and Sales Efficiency

• Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)

• Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments

• Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting

• Identify and deploy AI-powered tooling across the sales workflow, such as automated deal scoring, forecasting models, and conversation intelligence, to reduce manual effort and improve rep productivity

Territory Management

• Lead territory design in region, ensuring sales coverage aligns with market opportunities and business objectives

• Continuously optimize territory assignments and GTM approaches based on performance data and growth trends

Qualifications:

• 5-7+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations

• Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans

• Deep expertise in Salesforce, Outreach, and other GTM tools.

• Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs

• Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives

• Experience designing sales methodologies and commercial processes that scale in B2B SaaS

• Comfort working cross-functionally and influencing without authority, excelling at aligning diverse stakeholders around common goal.

• Clear communication skills, and a strong sense of ownership

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