GTM Strategy & Operations Manager, EMEA

As Cresta's GTM Strategy & Operations Manager for EMEA, you will be the operational and analytical engine behind our fastest-growing region. You will partner directly with EMEA sales leadership to become a deep expert in the region's book of business: turning data into decisions, running the operating cadences that keep the business on plan, and removing the friction that slows the field down.

This is a high-ownership, hands-on role. You will move fluidly between strategy (where we play, how we cover the market, how we set targets) and execution (territory carves, forecast hygiene, CRM data integrity). You will be the trusted right hand to regional sales leaders and the connective tissue between EMEA and our central GTM Ops function.

• Partner with EMEA sales and regional leaders to shape go-to-market strategy: country and region prioritization, sector focus, coverage models, and segment-specific plays grounded in each market's characteristics and maturity
• Own territory design and book-of-business construction. Define, carve, and continuously rebalance territories to align coverage with growth goals and ensure equitable account distribution
• Drive the region's annual and quarterly planning cycles across capacity, headcount, and target-setting

• Run the rhythm of the business for EMEA: weekly forecast calls, pipeline reviews, and quarterly business reviews. You own the data, the narrative, and the recommendations that go to leadership
• Own forecast accuracy and pipeline health end to end. Surface slippage and coverage gaps early, and keep the region audible-ready at any level from rep to executive

• Analyze sales performance, productivity, and pipeline dynamics to develop proactive, data-driven insights and account-prioritization frameworks that improve seller efficiency
• Set, track, and measure the goals and KPIs that inform critical business decisions, and translate complex analyses into clear, executive-ready recommendations

• Act as a utility player who removes operational bottlenecks for the EMEA field and provides timezone coverage for time-sensitive issues
• Execute critical processes diligently, including account transitions, CRM updates, and data management, with clear communication and a high bar on data integrity across systems
• Partner with central RevOps to shape and roll out new processes, tools, and GTM infrastructure, and continuously improve regional planning for scalability, transparency, and rigor

• Serve as a trusted advisor and force multiplier to EMEA sales leadership, balancing business needs with strong stakeholder empathy
• Be recognized as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product, and communicate high-impact or sensitive changes such as territory moves clearly and thoughtfully

• 5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization
• Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on
• Proven ability to own and execute complex operational processes with high attention to detail and accuracy
• Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives
• Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT)
• High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment

• Experience scaling a GTM organization through a high-growth period ($100M+ ARR)
• SQL proficiency for querying and modeling data at scale
• Familiarity with AI or conversational AI, and with consumption or usage-based business models
• Experience operating across multiple EMEA markets and working with a globally distributed RevOps team