Sales Operations & Strategy Director - EMEA

Job Description


The Sales Operations & Strategy Director will report to the VP of Global Sales Operations and is responsible for supporting the EMEA Sales team in close partnership with the SVP, EMEA Sales and RVP Sales Leaders.

The primary role of this position is managing the sales support functions essential towards sales force productivity in partnership with the SVP and RVP sales leaders. This includes strategy and territory planning, sales forecasting, sales program execution, sales process implementation and sales tool utilization. The Sales Operations & Strategy Director is responsible for assisting the SVP to elevate the overall productivity and effectiveness of the EMEA sales organization. This includes assisting with change management and sales performance management. 

This role will work across departments and leverage data and reporting processes from Global Sales Operations to help provide the SVP and RVP sales leadership with key information to drive business decisions and sales performance management. Success in the role requires an independent thinker with a comfort for data and a passion to challenge the status quo and drive change. Leveraging a collaborative approach, their ability to work across departments such as Marketing, Sales Development, Sales Enablement and Global Sales Operations synergize planning and cross functional execution processes is essential. 


  • Coordinates and helps drive EMEA sales forecasting, planning processes on behalf of the SVP, EMEA Sales. Proactively monitors and ensures high level of quality, accuracy and process consistency within the sales organizational forecasting and planning efforts. Elevate the standard and as needed assist in the coordination and quality of sales planning activities, QBRs, Pipeline Reviews, and MEDDPICC driven deal reviews.
  • Provide presentations with concise analysis, trending and insights as to how to improve sales performance, productivity and sales pipeline. Execute EMEA based sales initiatives that drive improved sales performance. 
  • Assist sales leaders with sales performance reporting and metrics. Assure the accuracy and quality of sales reporting and dashboards are leveraged and assists in the development and adoption of new reporting tools and business intelligence systems. 
  • Help sales leaders prepare for lead the weekly, monthly and quarterly forecast and pipeline review calls in EMEA.
  • Work with the sales, channel, and marketing to implement global reporting needs and frequency to ensure that critical real-time data is made available to stakeholders.
  • Support territory and accounts assignment and the annual and quarterly planning process 
  • Ability to work with Executive staff and Global support teams as needed. 
  • Partner with EMEA leadership in territory planning
  • Partner with EMEA leadership on new market analyses and evaluating new market entries
  • Proactively provide data driven insights into the EMEA business with recommendations to continually improve and grow
  • Partner with EMEA leadership and HR leadership to monitor, analyze and provide metrics and insights into the EMEA team to drive towards a high performing sales organization 
  • Work with EMEA Marketing and SDR teams to understand Pipeline generation and conversion metrics, and develop recommendations to improve
  • Work with EMEA and Global Partner teams, to develop GTM plans aligned to Partner goals. Track and report Partner impact and develop recommendations to improve
  • Work with EMEA Services teams to ensure adequate alignment of local resources to local opportunities
  • Provide input to EMEA Sales Coverage, Capacity and Compensation planning activities
  • Work closely with Sales Enablement to ensure all teams are enabled and assist in directing resources and training towards areas of under-performance
  • Build out metrics and reporting for New ARR (new logos, upsell/cross-sell) and Churn at a Geo and Regional level

Required Skills & Qualifications:

  • 10+ years expertise in Sales Operations and/or Field Operations operating at an executive level and at public companies larger than ForgeRock.
  • Proficiency and deep experience working with sales support systems such as, Business Intelligence tools such as Tableau as well as MS suite, Excel, Powerpoint.
  • Strong analytical skills and attention to detail. Ability to analyze complex data and information and translate that into actionable insights through an executive presentation. 
  • Demonstrated experience and ability to work with cross functional teams on data reporting and governance. Comfortable presenting and engaging with cross-functional teams and executive management.
  • Foster an organization of continuous improvement and establish high levels of quality, accuracy, and process consistency. Partner with sales leadership to identify process improvement areas. 
  • Facilitate successful implementation of new programs and cross functional driven sales initiatives by ensuring a well-defined and efficient sales and reporting process is in place for launch and execution.

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