Grafana’s GTM Organization is looking for a Senior Manager of Sales Operations to partner with our EMEA and APAC Sales teams. Reporting to our Senior Director of Field Operations, you will work closely with Sales Leadership to drive operational excellence, manage localized planning, and design sales strategy in partnership with the larger Revenue Operations. The position requires strong business partnering skills, financial and business reporting, planning and modeling, process implementation skills, and good business acumen.
Key Responsibilities
- Collaborate with the EMEA and APAC Sales Leadership and cross functional stakeholders to develop a go-to-market strategy and resource plan.
- Design Sales territories, management organizations, and quota allocation based on a robust dataset in alignment with global strategies. Influence Sales Leadership decision making to optimize for repeatable and scalable processes. Partner with Sales Planning to manage operational execution throughout the year.
- Drive the operational sales cadence of forecasting, pipeline analysis, and quarterly business reviews to provide insights and uncover opportunities to optimize for sales team efficiency and increased productivity.
- Develop special programs to capitalize on trends including building business cases for internal alignment, creating performance reporting, identifying barriers to execution, and working to remove them.
- Act as the subject matter expert on Sales policies. Liaise with all of Revenue Operations on behalf of the EMEA and APAC teams.
Requirements
- 5+ years of experience in sales strategy and operations within a high growth enterprise SaaS organization with an emphasis on prior business partnering support for an EMEA / APAC sales team.
- Have solid project management skills including: planning work, managing details, keeping multiple tasks/projects on track, working with cross functional stakeholders, and navigating ambiguity to deliver results.
- Team player with strong interpersonal skills and ability to take a leadership role.
- Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis.
- High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation.
- Deep understanding of core sales tools, such as Salesforce, Clari, CPQ, Gong, etc.
- Advanced Excel / Google Sheets modeling skills including import functions, index matches and pivot tables.
A plus if you have the following
- Previous experience in open source.
- Experience with Grafana, Tableau, or other analysis/BI tools.
- Familiarity with SQL, or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN and comfort in modifying existing code).
In the United Kingdom, the OTE compensation range for this role is £106,000 - £127,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.
