GTM Strategy & Operations, EMEA Lead

As a GTM Strategy & Operations Lead, you will be a founding member of our GTM Strategy & Operations team, embedded as the strategic partner to the sales leaders running our EMEA sales organization. You will own segment performance alongside those leaders: the strategy behind the number, the operating cadence and tactics that drive it, and the analysis that explains what is working and what is not. From forecasting and pipeline management to territory design, capacity planning, quota and incentive structures, and go-to-market strategy, you will touch nearly every lever that makes a sales organization perform. This is a high-visibility seat at the center of the business. The role is a direct path to a deep understanding of commercial strategy and operational excellence in a high-growth environment.

Responsibilities

Partner directly with EMEA leadership to define segment strategy, growth priorities, and execution plans; Translate company-level goals into segment targets, operating plans, and measurable KPIs; Own the forecast for your segments; Lead high-impact analyses that inform critical decisions across pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment; Build the financial and operating models used to evaluate trade-offs and quantify the impact of GTM decisions; Own territory and account coverage design, quota setting, and the mechanics that make both defensible to reps and leadership; Design and run the core business cadences that create accountability: weekly pipeline reviews, forecast calls, and QBRs; Build the dashboards and reporting infrastructure that give leadership visibility into performance, productivity, and pipeline generation; Establish the metrics that distinguish top performers, diagnose the root causes of underperformance, and scale what works across the team; Improve Salesforce and the surrounding GTM stack so data integrity, workflow efficiency, and reporting keep pace with the business; Project-manage cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations; Find novel ways to use Factory droids to automate the reporting, analysis, and deal support work; Roll up your sleeves on immediate problems while building the long-term infrastructure, and present clear, structured recommendations to senior leadership

Requirements

4+ years of professional experience, ideally in consulting, investment banking, private equity, corporate strategy, or a high-growth startup; Strong analytical skills; Ownership; Bias for action; Judgment and a nose for value; Comfort with ambiguity and change; Process and operational thinking; Communication and stakeholder management; AI fluency; Advanced Excel or Sheets

Nice to have

Experience in Sales, Sales Strategy, Business Operations, or Revenue Operations; Experience with Salesforce, SQL, and BI tools