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.
Commercial Strategy and Growth
* Partner with the Sales and Finance teams to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline, bookings targets, capacity, headcount and budget.
* Translate complex data into actionable recommendations for commercial leaders.
* Develop and maintain segmentation models and sales coverage strategies that align with 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 (e.g., Snowflake) to drive predictability, pipeline conversion, stage hygiene and deal inspection processes.
* Leverage AI and machine learning capabilities within the existing data stack 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 such as 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 the 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 a common goal.
* High EQ, clear communication skills and a strong sense of ownership.
Benefits
* Creativity is ingrained in our culture; we innovate and explore new ways, both internally and for our clients.
* We care about our people and offer a flexible work environment, global days of service, comprehensive health benefits, meeting‑free days, generous time‑off policy and wellness programs.
* We have a global presence with offices in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore and Sydney.
* Diversity is a top priority; we encourage diversity through Employee Resource Groups and provide access to education and resources.
Location & Work Model
We are a hybrid organization; you will work onsite at least 50% of the time if you reside within commuting distance of one of our Diligent office locations.
EEO Statement
We are a drug‑free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.
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