Senior Sales Strategy & Operations Manager (APJ)

Role Description

You will act as the primary regional business partner for sales executives, supporting sales planning, territory and quota execution, forecast interpretation, operational improvements, and translation of strategic priorities into clear execution plans. You’ll drive process clarity, pipeline health, forecasting hygiene, and cross-functional governance, using AI and automation-enabled workflows to reduce manual reporting effort while maintaining strong human judgment over business recommendations.

• Drive operational excellence in account segmentation, territory planning, quota planningand execution, building the frameworks and analyses that guide how we assign and manage books of business.
• Act as the strategic business partner to Sales leadership, helping shape regional go-to-market strategy and execution across two distinct sales organizations. Drive operational excellence by improving forecasting, pipeline health, sales planning, and execution while balancing the unique commercial priorities, growth opportunities, and operating models of each region.
• As a member of the APJ Leadership Team, help define and execute the regional GTMstrategy, driving operational excellence and sustainable growth across the APJ region.
• Drive forecasting accuracy, pipeline health, and business performance through executive-ready insights, standardized operating rhythms, and continuous improvement of data quality and reporting.
• Own and continuously improve the Run-the-Business(RTB) operating cadence - including forecast reviews, pipeline inspections, business reviews, and executive reporting - to improve operational rigor and decision-making.
• Lead cross-functional initiatives with teams, including Sales, Marketing, Operations, Finance, Legal, HR and Product to drive alignment and support decision-making.
• Communicate complex business insights and recommendations to executive stakeholders through concise, data-driven presentations and business reviews.

Responsibilities

• Own the operating cadence across the APJ region, including territory management, account segmentation, forecasting governance, pipeline inspection, business reviews, and performance visibility, delivering executive-ready insights that drive forecast accuracy, balanced sales coverage, and operational excellence.
• Own regional quota planning and allocation, partnering with Sales Leadership and Finance to ensure quotas align with territory design, capacity plans, and business objectives.
• Partner with systems and data teams to automate recurring reporting, pipeline hygiene checks, manual workflow steps, and exception tracking.
• Analyze large datasets to identify trends and risks, validate AI- or dashboard-generated insights, and provide recommendations to improve sales performance and efficiency.
• Partner with systems and data teams to improve workflows, automate manual processes, and continuously enhance Sales Operations capabilities.
• Serve as the primary business partner to regional Sales leaders, leading cross-functional issue resolution and collaborating across Sales, Marketing, Finance, HR, Product, and Operations to improve commercial performance.
• Primary point of contact for identifying sales improvements and coordinating solutions across GTM systems, Enablement, Reporting, Comp.

Requirements

• Proven experience supporting Sales Operations in APJ, with a strong understanding of the complexities of operating across diverse markets and balancing regional consistency with local business needs.
• 8+ years of experience in sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree.
• 4+ years of experience working with executive stakeholders.
• Experience leading territory planning, account segmentation, forecasting, pipeline inspection, and annual sales planning processes.
• Deep understanding of quota planning, sales capacity modeling, and quota governance, with the ability to align quotas to business strategy and commercial objectives.
• Experience using AI, automation, and analytics tools to improve forecasting, pipeline inspection, reporting, and workflow efficiency, with the ability to validate outputs and apply sound business judgment before making recommendations.
• Professional working proficiency in English and Japanese is required as this role regularly collaborates with global teams.
• Bachelor's degree or equivalent practical experience.

Preferred Qualifications

• Experience supporting executive operating cadences(e.g., Weekly Business Reviews, Forecast Calls, Quarterly Business Reviews) for senior sales leadership.
• Experience designing or optimizing territory, account segmentation, or book-of-business models for high-growth SaaS organizations.
• Experience developing quota methodologies, allocating quotas, and partnering with Sales Leadership and Finance to align quotas with territory design, capacity planning, and business objectives.
• Experience supporting multiple sales motions(Direct, Channel, Self-Serve, Enterprise) across global or multi-region organizations.
• Strong proficiency with Salesforce, Tableau, SQL, or similar business intelligence and CRM platforms.
• Experience operating in a high-growth or transformational environment where Sales Operations played a strategic role in scaling the business.

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technologycontinue to evolve:

• **Awareness:**Understand yourself and others.
• **Judgment:**Evaluate information and make decisions in complex situations.
• **Adaptability:**Learn, adjust, and stay effective through change.
• **Connection:**Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog postfrom our Chief People Officer, Melanie Rosenwasser.