Senior Manager, Revenue Operations

About the Role

We are looking for a Senior Manager, Revenue Operations to serve as the strategic RevOps partner and Region Lead for our APJ go-to-market organization during a critical phase of international expansion.

This role works directly with the Director, Global Sales Operations and partners closely with APJ sales leadership, including the regional leader and their direct reports, to shape how the APJ business is planned, measured, and scaled.

You will drive the rhythm of the business for APJ: building a deep understanding of regional performance, surfacing the key priorities that leadership needs to act on, and enabling the discussions that turn insight into decisions.

While the role includes pipeline and forecast responsibilities, its primary value is in longer-horizon, cross-functional thinking that spans organizational design, territory management, growth and headcount planning, and regional operating discipline to give the APJ business a durable structural foundation.

As the Region Lead for Sales Ops in APJ, you will own the operational relationship with the region and serve as the connective tissue between APJ and Global GTM, ensuring global standards, systems, and planning cycles are adapted for regional realities, and that APJ’s voice is represented in global RevOps decisions.

This is a role for someone who wants to be a trusted organizational partner to sales leadership and a hub across Finance, People, Sales, and Marketing.

What You’ll Do

Business Partnership & Rhythm of the Business

• Serve as the key RevOps business partner to APJ sales leadership, including Gareth Cox and their direct reports, building trusted relationships across the leadership team
• Drive the rhythm of the business by developing a deep understanding of regional performance, translating it into clear priorities, and enabling the discussions and forums where leadership addresses risks and opportunities
• Own the cadence of weekly pipeline reviews, monthly business reviews, and quarterly planning for the region, with clear, actionable narratives for executive audiences
• Anticipate what leadership needs before they ask, proactively surfacing the trends, risks, and opportunities that shape decision-making

Pipeline, Forecast & Performance

• Own the APJ forecasting process, including pipeline inspection, coverage analysis, and executive-level reporting
• Monitor pipeline health, coverage ratios, stage conversion, and deal velocity across the region
• Analyze funnel performance, win rates, and rep productivity (pipeline per rep, attainment, conversion) to surface risks and opportunities for leadership
• Drive CRM hygiene and opportunity data quality standards across APJ sales teams, ensuring accurate and reliable reporting

Planning, Operating Model & Organizational Growth

• Act as a strategic partner to the Director, Global Sales Operations in shaping the APJ operating model, including how the business is structured, measured, and scaled
• Lead capacity and headcount planning for the region, modeling coverage needs, ramp assumptions, and productivity expectations as the APJ team grows across ANZ, Southeast Asia, and Japan over time
• Partner on quota design and annual planning, working with Finance and RevOps to ensure plans align to company targets and drive the right selling behaviors
• Support organizational design and territory management as APJ scales, ensuring coverage models are efficient, equitable, and aligned to market opportunity across mature and emerging subregions
• Contribute to Rules of Engagement design and updates, advising on account ownership, expansion, partner influence, and cross-region governance as the business evolves
• Develop and maintain compensation strategy inputs for APJ sellers in partnership with Finance

Region Lead & Cross-Functional Partnership

• Serve as the Region Lead for Sales Ops in APJ, owning the operational interface between APJ and North America and representing the region in global RevOps decisions
• Partner across Finance, People, Sales, and Marketing to align planning cycles, headcount, and go-to-market execution
• Collaborate with the global RevOps team on process standardization and systems initiatives, adapting global standards for APJ-specific requirements
• Ensure APJ operational practices reflect regional needs, including multi-country coverage design, regional hiring sequences, partner-led and MSSP-supported motions, and commercial considerations that vary across markets

GTM Systems & Process Improvement

• Bring strong RevOps fundamentals to bear across the GTM tech stack (Salesforce, ZoomInfo, Gong, and related tools), ensuring workflows, routing logic, and reporting infrastructure accurately reflect the APJ motion
• Apply a strong command of pipeline management and forecasting methodologies to improve forecast accuracy and inspection rigor
• Identify opportunities to improve the efficiency and scalability of APJ business processes, driving structural improvements rather than one-off fixes
• Lead or contribute to special projects that enhance sales effectiveness across the region

What You’ll Bring

• 8-10 years of experience in Sales Operations or Revenue Operations, with demonstrated progression in scope and complexity
• 1-2 years of people-management experience, with the ability to grow and lead a regional team over time
• Deep fluency in Salesforce, covering opportunity management, pipeline reporting, territory logic, and data governance, along with hands-on experience across the broader GTM tech stack (e.g., ZoomInfo, Gong)
• Strong command of pipeline management and forecasting methodologies and pipeline inspection frameworks
• Experience with quota design, capacity/headcount planning, territory management, and organizational design
• A track record of working directly with senior sales leadership as a trusted planning and strategy partner, and an analytical, self-starting, outcome-oriented operator, not just an operational support function
• Ability to diagnose systemic issues and drive structural improvements, and to operate independently across ambiguity with strong stakeholder alignment
• Clear, data-driven communication style with the ability to translate complex operational data into executive-ready insights
• Experience supporting or working within APJ-based go-to-market teams
• Experience at both high-growth startups and large enterprises is a strong plus
• Background in SaaS or cybersecurity environments is a plus
• Familiarity with the realities of multi-country APJ expansion, including differing market maturity, partner motions, and regional commercial practices, is a plus

Location

Remote, APJ (preferred: Australia or Singapore)

Travel Required

This role may require up to 30% travel, including periodic travel within APJ to support regional sales leadership and regular collaboration with North America teams.

Job-related travel expenses are reviewed and must be approved by your manager.