Why This Job is Featured on The SaaS Jobs
This Senior Manager, Sales Operations and Strategy role stands out in the SaaS landscape because it sits directly in the operating system of an EMEA go to market organisation. The remit spans forecasting, pipeline inspection, planning cycles, and business reviews, which are core levers for subscription businesses where visibility, predictability, and efficient coverage matter as much as top line growth. The emphasis on AI augmented operations also reflects a current shift in SaaS revenue teams toward automation and decision support, not just reporting.
From a SaaS career perspective, the role builds durable operating expertise across the full commercial motion, connecting land, expansion, and renewal mechanics to the planning and measurement frameworks that govern them. Experience shaping territory and quota models, translating data into executive decisions, and improving the rhythm of business travels well across SaaS companies, particularly those investing in stronger revenue discipline and analytics maturity.
This position is best suited to someone who prefers influence over ownership, and who is comfortable being an objective partner to senior sales leaders while navigating cross functional trade offs. It will fit a professional who enjoys turning ambiguous questions into structured analysis, and who wants hands on responsibility for embedding AI workflows into day to day GTM operations.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
This person will be a critical business partner to our EMEA Sales leadership, responsible for driving operational excellence, strategic insight, and commercial performance across the region.
Reporting to the Director, International Sales Operations & Strategy, this role sits at the intersection of analytical rigour and executive influence - translating data into action and partnering closely with Sales leaders to build and sustain a high-performing GTM organisation.
What you will do:
Strategic Business Partnership
- Serve as the primary strategic partner to EMEA Sales leadership, helping leaders anticipate key questions, form data-backed points of view, and make informed decisions
- Bring proactive analysis to the table - moving beyond reporting the news to delivering the What, So What, and Now What
- Coach business partners on key presentations, messaging, and the softer dimensions of running a high-performing team
- Maintain an objective, unbiased perspective across Sales and other GTM stakeholders
AI-Augmented Operations
- Actively deploy AI tools to accelerate analysis, automate repetitive workflows, and improve the quality of outputs across forecasting, pipeline inspection, and business reviews
- Design and prototype AI-assisted workflows - such as automated narrative generation, deal inspection copilots, or signal-based alerting - that reduce manual effort and increase the team's strategic bandwidth
- Serve as a thought leader within the GTM Ops team on how AI can be embedded into the rhythm of business, not just used as a productivity aid
- Bring a proven track record of having delivered at least one substantive AI-enabled project in a prior GTM, Sales Operations, or Revenue Operations context - with clear before/after impact
Sales Planning & Commercial Operations
- Lead EMEA contributions to semi-annual planning cycles, including territory design, quota setting, headcount capacity modelling, and carve preparation
- Build and maintain operating plans in partnership with VP and FLM leaders, defining roles, measurement frameworks, and a plan-to-make-plan approach
- Drive the rhythm of business: forecasting, pipeline inspection, renewal readiness, pipe council, and quarterly business reviews
- Contribute to SPIFF design and execution, partnering with Finance and Compensation to cascade and track performance
What we're looking for:
- Demonstrated experience as a strategic business partner to Sales or GTM leadership in a SaaS environment
- Deep understanding of the full SaaS sales cycle - from initial land through expansion and renewal
- Strong analytical capability: able to build a compelling, data-backed narrative and make actionable recommendations
- Proven AI project experience: a concrete example of having designed, built, or deployed an AI-enabled workflow, tool, or process improvement in a GTM or Revenue Operations context — with demonstrable impact
- Working fluency with AI tooling: hands-on experience with LLM-based tools, prompt engineering, or AI-assisted analytics platforms; ability to evaluate and adopt new AI capabilities quickly
- High EQ and executive presence; comfortable challenging senior stakeholders and operating with autonomy in ambiguous environments
- Experience supporting or leading sales planning activities: territory design, quota setting, headcount modelling
- Proficiency in Salesforce (reporting and data hygiene); familiarity with CRMA, Clari, or Outreach preferred
- Track record of driving cross-functional alignment and accountability without direct authority
