Segment Operations Lead (EMEA)

Role Overview

We are seeking a data-driven, strategic, and highly organized Segment Operations Manager / Senior Manager to support our EMEA business. This is a critical individual contributor (IC) role designed for a candidate who can navigate the complexities of regional sales cycles while maintaining operational excellence across Enterprise, Mid-Market, and  EMEA Integrated Accounts. The ideal candidate will have demonstrable knowledge of our internal data structures and end-to-end revenue operations, from initial marketing engagement through deal closure.  

You will act as the operational backbone for these segments, ensuring that leadership has the visibility, data, and structural support needed to hit growth and revenue targets. This role requires a unique balance of regional autonomy and global collaboration, particularly in supporting our multi time zone model for the Mid-Market segment.

Key Responsibilities1. Segment-Specific Operational Support

• EMEA Enterprise: Support operational strategy for our highest-value accounts. This includes following the status on complex deal cycles, high-touch pipeline hygiene, and long-term trend analysis for the Enterprise leadership team.
• EMEA Mid-Market (Global Collaboration): Partner closely with the US MM Operations counterpart to ensure seamless coverage and reporting consistency. You will provide local time zone support for the EMEA MM leadership and sales team  to ensure the MM engine remains operational across all time zones.
• Integrated Accounts Support: Provide dedicated operational partnership to the EMEA Integrated Accounts Lead, assisting with account white-space analysis, cross-functional coordination, and performance tracking.
• Marketing-to-Sales Handoff: Collaborate closely with the Marketing Operations team to optimize Lead to Account alignment, MQL/SQL definitions, and lead routing logic in SFDC to ensure fast, high-quality pipeline creation  
• Full-Funnel Reporting: Partner with Marketing and Finance to establish and monitor unified reporting across the entire customer lifecycle, from initial interest to won revenue 

2. Sales Cadence & Pipeline Hygiene

• Pipeline Integrity: Drive "clean data" initiatives, ensuring that the CRM reflects reality. You will monitor stage durations, close dates, and deal aging to ensure the EMEA pipeline is healthy and accurate.
• Weekly Cadence: Manage the weekly reporting and forecasting rhythm for your assigned segments. You will consolidate regional inputs, flag risks, and provide the narrative behind the numbers for executive leadership.

3. Forecasting, Analysis & Modeling

• Predictive Modeling: Build models that project future performance based on historical conversion rates and market trends across Enterprise and MM.
• Insight Generation: Identify trends sales data to recommend actionable pivots to Segment VP/Directors.

4. Territory & Quota Management

• Bi-Annual Territory Cycles: Lead the complex logistical exercise of territory deployment. You will use data to ensure equitable patches and minimize disruption for out of cycle territory moves.
• Annual Quota Deployment: Partner with Compensation and Global Ops to roll out annual quotas. You will manage the logic behind the "spread," ensuring targets are both ambitious and attainable based on territory potential keeping the sales leaders on track to vital deadlines.

Required Qualifications & Skills

• Experience: 5+ years in Sales/Revenue Operations, specifically supporting B2B SaaS environments.
• Global Mindset: Proven ability to work effectively in a "matrixed" environment, collaborating with US-based counterparts and global stakeholders.
• Technical Proficiency: Advanced mastery of SFDC (Salesforce) and Excel/Google Sheets
• Analytical Rigor: You have a proven ability to translate complex data sets into simple, executive-level stories.
• Automation & AI Proficiency : Demonstrated experience in identifying and implementing automation solutions, including using AI/ML tools, to enhance seller efficiency, optimize workflows, and improve data quality  
• Stakeholder Management: Comfortable challenging assumptions with data and driving consensus with senior leadership (VP/Director level).

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