Role Description

Responsibilities

• Influence and execute regional go-to-market strategy across Direct and Channel routes while coordinating with global counterparts to improve consistency and scale.
• 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.Partner with regional Sales leaders across all routes to market to improve forecast accuracy, pipeline health, sales coverage, deal quality, and operational execution.
• Work in close partnership with the Chief Business Officer’s organization and the GTM Strategy & Programs team to connect regional Sales Operations to company-wide priorities, provide timely inputs for executive reporting, and ensure consistency across regional and corporate operating cadences.
• Lead end-to-end coverage design, including segmentation, book cutting, territory planning, account assignment, capacity planning, and quota allocation in partnership with Sales Leadership, Compensation, Finance, Systems, and Analytics.
• Own CRM QA and hygiene for the supported region, including SFDC hierarchy management, pipeline quality, process compliance, forecast integrity, deal quality investigations, and exception resolution.
• Partner with leadership on pipeline inspection, forecasting, and opportunity assessment, and build executive-ready reporting, dashboards, MBR/QBR readouts, and business insights that help leaders identify risks and make better decisions.
• Partner with Sales Strategy, Systems, Analytics, Compensation, Finance, and Enablement to automate recurring workflows and continuously improve how the team operates.
• Support organization design, interim coverage plans, role changes, new-hire onboarding, SPIF development and administration, and Channel deal registration as part of the regional operating model.

Requirements

• 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.
• 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.
• Professional working proficiency in English and Japanese is required as this role regularly collaborates with global teams

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.

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue 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 post from our Chief People Officer, Melanie Rosenwasser.