GTM Strategy & Ops Lead - APJ

This is a greenfield, high-ownership role. You'll be the first GTM Ops leader on the ground in APJ, building the operational infrastructure that enables our go-to-market team to move fast, forecast accurately, and scale sustainably across the region. You'll partner directly with the President of APJ and broader GTM leadership to stand up the core operating cadences, design territory and coverage models, and drive the strategic analyses that shape how we grow across APJ over time.

This isn't a role for someone looking to maintain what's already been built — there isn't much yet. It's for someone who gets energized by the blank page, earns credibility through rigor and craft, and wants to be the person who shapes how a world-class GTM operation comes together in a new region.

• Serve as the embedded GTM strategy and operations partner for the APJ sales and GTM team, acting as a trusted advisor and operator to regional leadership
• Build the core operating infrastructure from scratch — forecasting cadences, pipeline review processes, territory design, quota frameworks, and performance visibility
• Drive regional business reviews and strategic analyses to identify trends, surface opportunities, and inform GTM decisions at the leadership level
• Partner with GTM leadership and cross-functional stakeholders (Finance, Enablement, Data) to develop go-to-market strategy and resource plans for ANZ and APJ
• Design and manage territory allocation to optimize sales team performance; provide data-driven recommendations that align with broader business objectives
• Lead high-impact regional projects that improve efficiency and effectiveness across the APJ revenue organization
• Serve as the connective tissue between the APJ GTM team and the global rev ops and strategy function — ensuring alignment, sharing what's working, and advocating for what the region needs
• Hire and lead a team across APJ

You may be a fit if

• You have 15+ years in revenue operations or GTM strategy at a high-growth technology company, with meaningful depth in sales operations — not just analytical support
• You've operated as a true business partner to GTM leadership, not just a data provider — you shape priorities, influence decisions, and earn credibility in the room
• You've built operational infrastructure in an early-stage or rapidly scaling environment — you know what good looks like and can get there from zero
• You have experience at a SaaS or consumption-based company and understand how that model shapes forecasting, metrics, and territory design
• You're comfortable with ambiguity — this role involves real open questions about how a region builds and scales, and you'll help answer them
• You're strong analytically, with the organizational rigor to manage multiple priorities and the communication skills to influence senior stakeholders
• You have experience building territories, comp plans, and quotas for GTM teams and are fluent in Salesforce