Director, Sales Operations - EMEA and APJ

Title: Director, Sales Operations - EMEA and APJ Location: United Kingdom - Remote

This role, in a nutshell:

Chainguard's international business is past the proving stage — the teams, the motion, and the early wins are in place across both EMEA and APAC. We're looking for a Director, Sales Operations to run the operational engine behind it. You'll lead our existing sales operations team and own the planning, forecasting, territory design, reporting, and process rigor that keep a multi-country, multi-segment, multi-timezone business running at speed. You'll act as the direct revenue operations partner to our GVP, EMEA, our RVP, APAC, and their VPs, reporting into our global Revenue Operations leader — inheriting global standards and systems and adapting them for the realities of selling across UK&I, DACH, the Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN. This is a role for someone who wants to own two regions end-to-end while staying tightly connected to a global function.

What you'll do:

• Lead, coach, and develop the existing Sales Operations team supporting EMEA and APAC — set priorities, raise the bar on quality, and grow the team as both regions scale
• Serve as the direct revenue operations partner to the GVP, EMEA, and the RVP, APAC, and their leadership teams — the single point of accountability for planning, forecasting, reporting, and operational decision support across both regions
• Sit in both the EMEA and APAC leadership rhythms: attend and shape leadership meetings, staff meetings, and QBRs, and bring the data and recommendations that let the GVP, the RVP, and their leaders make calls quickly and confidently
• Extend that partnership down the org to regional VPs and front-line managers, while acting as the EMEA and APAC voice inside the global GTM Operations function
• Own annual and in-year territory design across both regions — carve equitable, data-backed territories spanning UK&I, DACH, Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN, accounting for language, entity, segment, and account-potential differences
• Run capacity and coverage modeling for EMEA and APAC: headcount plans, ramp assumptions, quota allocation, and productivity targets tied to the company financial plan — including how a maturing EMEA business and an earlier-stage APAC business warrant different assumptions
• Own the forecast cadence for both regions — weekly pipeline inspection, forecast calls, roll-up accuracy, and the narrative that goes to global sales and finance leadership
• Deliver the operating reporting rhythm for both regions: weekly performance, monthly business reviews, QBRs, and EMEA and APAC inputs to Board materials — surfacing the trends that materially affect the growth trajectory
• Own pipeline health and funnel analytics end-to-end: conversion rates by stage, segment, region, and country; source and campaign contribution; win/loss patterns; and the levers behind each
• Drive data integrity and hygiene standards in Salesforce and the broader GTM stack across both regions — account ownership, hierarchy, segmentation, and reporting fields that hold up under scrutiny
• Partner with global GTM Operations on system and process changes, ensuring EMEA and APAC requirements are represented and that regional adaptations don't fragment the global architecture
• Support sales compensation execution for both regions in partnership with global Sales Ops and Finance — plan rollout, quota letters, and accurate, on-time attainment reporting
• Partner cross-functionally with Marketing, BDR, Customer Success, Finance, and Legal to remove friction from the EMEA and APAC GTM process
• Maintain governance and rules of engagement across EMEA and APAC teams and segments, and arbitrate cleanly when coverage or credit questions arise
• Bring region-specific operational requirements — data residency, GDPR and APAC privacy regimes, and local entity and currency considerations — into process and reporting design in partnership with Legal and Finance

What we're looking for:

• Deep Sales, Revenue, or GTM Operations experience, including significant time in high-growth Enterprise B2B SaaS, is a must
• Proven experience managing and developing a sales operations team is a must
• Demonstrated ownership of multi-country international territory design, quota allocation, and capacity planning is a must — EMEA experience is essential, APAC exposure is a strong plus
• Hands-on, expert-level Salesforce fluency — reporting, data models, process design, and the judgment to know what belongs in the CRM and what doesn't — is a must
• A track record of running a forecast cadence that sales leadership trusts, with measurable improvement in forecast accuracy, is a must
• Strong analytical foundation: able to break ambiguous problems into concrete components and land on a defensible recommendation
• Excellent communicator who can move between a front-line manager's pipeline question and an executive-level narrative without changing the underlying facts
• Demonstrated success as the trusted operations partner to senior revenue leaders (GVP/VP/GM level) — able to earn a seat in the leadership rhythm, tell them what they need to hear, and be relied on for the numbers
• Proven ability to support multiple regional leaders at once with different levels of business maturity, without defaulting to whichever one is loudest
• Experience operating as a regional leader inside a globally managed function — comfortable inheriting standards, pushing back where they don't fit, and not fragmenting the system
• Working knowledge of the modern GTM stack (Salesforce, Outreach, Gong, HubSpot, CPQ, Sigma/Tableau/Looker) and a strong aptitude for picking up new tools
• Comfort with international operating complexity: multiple currencies, legal entities, languages, data privacy regimes, and a working day that spans EMEA and APAC timezones
• Self-starter who flourishes in a fast-paced, high-growth environment and can hold multiple priorities without dropping any
• Willingness to travel across EMEA and APAC and to the US for QBRs and planning cycles (~25%)
• Public sector or regulated-industry GTM operations experience is a plus but not required
• Experience with SQL or building data models directly is a plus but not required