GTM Strategy and Operations Director - EMEA

What you'll do

• Define and own the strategic operations agenda for the EMEA Agency team, driving alignment, consistency, and scaled productivity with a direct line of influence to senior commercial leadership
• Act as a primary strategic partner to GM and VP leaders, proactively shaping go-to-market priorities, surfacing risks, and independently advancing initiatives that move the needle on EMEA commercial performance
• Lead cross-functional collaboration with Marketing, Sales Strategy, Training, Product, Finance, and Legal to align on Agency-focused initiatives - brokering trade-offs, building consensus, and ensuring seamless execution
• Own the analytical framework for the business: partner with Business Intelligence to define the key performance indicators, trend analyses, and forecasting models that guide leadership decision-making across the EMEA Agency portfolio
• Drive data integrity and pipeline governance, establishing standards and accountability mechanisms that ensure the accuracy and completeness of forecasting inputs at scale
• Design and institutionalize best practices, playbooks, and operating rhythms that drive consistent, high-quality execution across the EMEA Agency team and serve as a model for global adoption
• Lead complex, multi-stakeholder initiatives in a matrixed environment, owning end-to-end project delivery from scoping through change management and adoption
• Spearhead organizational change management tied to systems evolution, process transformation, and new ways of working - taking a customer-first approach and building durable adoption across the commercial team
• Represent the EMEA Agency team’s perspective and commercial requirements in the design of processes, tooling, and regional programs, ensuring the team’s voice shapes scalable, global solutions
• Develop and mentor junior operations talent, establishing a high standard for analytical rigor, strategic thinking, and cross-functional partnership within the broader Sales Operations function

Requirements

• 10+ years of progressive experience in Sales Operations, Revenue Operations, Strategy, or Business Operations within a high-growth, data-driven, or technology-forward organization
• Experience in programmatic advertising or digital media is a strong plus
• Demonstrated track record of influencing VP-level+ stakeholders and driving strategic outcomes through insight and results rather than formal authority
• Deep analytical capability: ability to define measurement frameworks, synthesize complex datasets, identify meaningful patterns, and translate findings into clear, executive-ready recommendations
• Proven ability to design and scale operational infrastructure - processes, playbooks, and governance mechanisms across large, matrixed commercial organizations
• Strong project leadership skills with experience managing multiple interconnected, high-visibility initiatives simultaneously in a fast-paced, ambiguous environment
• Exceptional executive communication and presentation skills; able to distill complex ideas into compelling narratives for senior and cross-functional audiences
• Passion for understanding and adapting to local cultures and work practices
• Advanced proficiency in Microsoft Office Suite (Excel required); familiarity with CRM, BI, and pipeline management tools strongly preferred
• Experience leading change management efforts associated with systems, processes, and organizational design with a customer-first mindset and a focus on building lasting adoption
• A strategic, proactive orientation with the ability to operate autonomously, anticipate business needs, and create structure in ambiguous situations
• Passion for understanding local market dynamics and adapting approaches to reflect cultural and organizational context across a diverse regional team

Tech stack