APJ Sales Strategy & Operations Manager

• Serve as the primary strategic partner to APJ 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

• 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

• Lead APJ 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

• Own the analytical agenda for APJ - synthesising business performance into clear, actionable takeaways for senior audiences
• Conduct monthly metrics reviews across Net ARR, pipeline coverage, headcount, close rates, and forecast accuracy
• Prepare and deliver QBR materials and metrics packs; be able to present the data as if running the business yourself
• Develop and maintain reporting tools and dashboards in partnership with the GTM Analytics team; actively explore how AI-assisted analysis can reduce cycle time and surface non-obvious insights

• Act as the connective tissue between APJ Sales and cross-functional partners including Marketing, Enablement, Deal Desk, Finance, CS Strategy, and GTM Systems
• Drive accountability and visibility across teams; proactively identify where siloes are creating risk or missed opportunity
• Represent APJ Sales Operations interests in global and regional strategic initiatives

• Identify and drive process improvement opportunities across the APJ sales motion, with a strong bias toward AI-enabled automation and self-serve solutions
• Maintain a prioritised backlog of process and systems needs; partner with GTM Technology and Business Technology teams to sequence and deliver
• Ensure data integrity and hygiene across Salesforce; understand key field taxonomy to support accurate reporting and forecasting

In your first 90 days, you will have built strong working relationships with APJ Sales leaders and key cross-functional partners, developed a clear point of view on the health and priorities of the business, and established a consistent operating cadence. You will also have identified at least one high-value AI opportunity within the APJ ops workflow and begun moving it toward delivery.

Over time, you will be measured by the quality of your business partnership, the accuracy and timeliness of your analysis, and your ability to translate insights - increasingly AI-assisted - into tangible commercial outcomes.

• 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, and Outreach preferred
• Excellent written and verbal communication; able to distil complex analysis into clear, concise takeaways for executive audiences
• Track record of driving cross-functional alignment and accountability without direct authority

This role reports to the Director, International Sales Operations & Strategy (EMEA & APJ) and is a peer to the EMEA Sales Operations Manager within the international GTM Ops team.