We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
Your opportunity
Elevate your career here at New Relic, where you'll make a significant impact as the Senior Revenue Operations Manager for our critical Strategic and Enterprise segments in EMEA. You will serve as a strategic business partner to both the Senior Director of Strategic Sales and the VP of Enterprise Sales, ensuring operational rigor, optimizing the rhythm of business, and enhancing sales productivity across a go-to-market team of around eighty strong spanning Europe, Middle East and Africa.
This opportunity is perfect for those who possess natural leadership qualities and have the apt to deliver with minimal steer. You have the strength to excel in navigating complex sales environments and extracting high-level strategic insights. Collaboration, critical thinking, and a growth mindset will be essential as you architect tools, reporting, and governance to support scalable growth in the Strategic Enterprise space. Your curiosity and innovative approach will help provide sophisticated analyses and recommendations, contributing to the accelerated growth of our largest customers.
This hybrid role offers flexibility, with an expectation to work from our local office 1-2 days a week as required, balancing teamwork and independence.
What you'll do
Strategic Business Partnering & Forecast Rigour:
- Drive the weekly, monthly, and quarterly forecasting cadence specifically for the Strategic and Enterprise business units; ensure accuracy in predicting closure of complex, high-value deals.
- Partner with Sales Leadership to conduct deep-dive pipeline analysis, identifying risks in opportunities, advising on deal health and providing cross-functional counsel.
- Apply advanced statistical rigor to the weekly and quarterly forecasting cadence, moving beyond intuition to provide data-backed predictions for high-value Enterprise deals.
- Conduct deep-dive analyses on forecast-to-actual variances to identify systemic risks and improve the overall predictability of the book of business.
- Lead the preparation and execution of Quarterly Business Reviews (QBRs) for the sectors, presenting actionable insights to executive leadership.
Enterprise Deal Strategy & Operational Excellence:
- Act as a trusted advisor on large deal structures, collaborating with Legal, Finance, and Deal Desk to streamline non-standard approvals and complex contracting processes.
- Analyze whitespace and penetration within Strategic & Enterprise accounts to support Account Executives in maximizing revenue potential.
- Ensure effective governance and compliance within the Enterprise deal cycle while maintaining sales velocity.
Data, Systems, and Advanced Analytics:
- Standardize and optimize CRM processes specifically for Enterprise selling motions (e.g., multi-stakeholder mapping, complex buying centers).
- Provide ad-hoc, high-level reporting for insights and recommendations on trends, consumption, churn risk, and expansion opportunities.
- Track and communicate key performance indicators, as well as critical leading indicators, ensuring their mathematical integrity.
- Architect and maintain complex financial and operational models that track consumption trends, churn risk, and expansion opportunities across the EMEA region.
Sales Enablement & Process Architecture:
- Drive and influence process improvements to systems and workflows to suit the specific needs of long-cycle Enterprise sales.
- Propose enhancements for better user experiences and efficiency for Sales Executives and Account Managers.
- Support initiatives for application enhancement and process automation to reduce administrative burden on high-performing sales teams.
- Collaborate with Enablement teams to ensure the field is proficient across the sales process, playbooks and tools required to excel in their roles.
Fiscal Year Planning & Territory Design:
- Lead the coordination of sales plans and segmentation for the Strategic & Enterprise business, designing equitable territories and quotas.
- Advise on international commission splits and rules relevant to multi-regional Strategic accounts.
- Maintain mid-year cycles to ensure optimal coverage across the segments and territories.
This role requires
- Extensive Operations Experience: Deep background in sales or revenue operations, specifically supporting Enterprise or Strategic customer segments in the technology sector.
- Scale & Complexity: Proven experience managing a complex book of business in excess of $200M+ in revenue.
- Strategic Data Storytelling: Advanced numerical literacy with the proven ability to influence Executive Sales Leaders (Strategic Account Directors and VPs) by translating complex data sets into a clear strategic narrative.
- Quantitative & Statistical Rigor: Demonstrated expertise in applying advanced statistical models to forecasting cadence, moving beyond intuition to provide data-backed predictive accuracy for high-value Enterprise deals.
- Analytical Execution & Integrity: A meticulous approach to maintaining the mathematical integrity of KPIs and architecting complex financial/operational models that track consumption trends and churn.
- SaaS & Consumption Acumen: Deep familiarity with Consumption and SaaS go-to-market models, particularly "LAER" strategies, and the mathematical drivers behind them (e.g., NRR, CAC, and LTV).
- Strategic Fiscal Planning: Hands-on experience in the mathematical architecture of territory design, equitable quota setting, and complex international commission splits.
- Technical Proficiency: High proficiency in leading GTM Tech Stack tooling, including Salesforce and Tableau, with the ability to navigate the full lead-to-cash journey.
- Cross-Functional Influence: Demonstrated skill in complex analysis and influencing cross-functional teams such as Finance, Legal, and Deal Desk to streamline high-stakes account management.
Bonus points if you have
- Hold a professional certification such as a CFA (Chartered Financial Analyst), CPA, or a degree in a quantitative field (Economics, Statistics, Finance, or Engineering).
- Proficiency of financial modeling, including the ability to build automated, dynamic models with complex logic (VBA, Macros, or advanced Google Apps Script).
- Experience with advanced Revenue Operations frameworks (e.g., Salesforce Certified Advanced Administrator, or Tableau Desktop Specialist).
- Direct experience in a high-growth, consumption-driven or usage-based business model (e.g., Snowflake, Datadog, AWS).
- Deep understanding of the Observability or Monitoring landscape and the specific commercial metrics that drive the sector.
- Prior experience in formal people management or as a project lead for global GTM transformation initiatives.
- Proficiency in a second European language, specifically German, French, or Spanish, to support the wider EMEA region.
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Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [email protected].
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
Our hiring process
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.
We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance.
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