Staff Revenue Operations Manager - EMEA

Description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

This role, in a nutshell:

Our international business has moved past the proving stage. The teams, the sales motion and the early wins are in place across EMEA, but still very much being built out in META (Middle East and Africa) and APJ. The operational foundation now needs to scale with them. We are hiring a Senior Revenue Operations Manager to be the hands-on operator behind planning, forecasting, territory design, reporting and process quality for these regions.

This is an individual contributor role with a broad remit. You will work directly with regional sales leadership, report into the Senior Director of Revenue Operations EMEA, and apply global standards and systems to the realities of selling across multiple countries, segments and time zones. You will also be the person who raises it when a global standard does not fit a region, with a proposal for what to do about it.

What you will do

Planning and territory design

• Support annual and in-year territory design for EMEA, META and APJ, using account potential, segment, language, legal entity and market maturity to build territories that are equitable and defensible.
• Support capacity and coverage modeling: headcount plans, ramp assumptions, quota allocation and productivity targets tied to the company financial plan. Set different assumptions for markets at different stages, such as an established EMEA business and an earlier-stage APJ business.
• Support sales compensation execution with global Sales Operations and Finance, including plan rollout, quota letters and accurate, on-time attainment reporting.

Forecasting and reporting

• Support in running the forecast cadence for the regions you support: weekly pipeline inspection, forecast calls, roll-up accuracy and the written narrative for global sales and finance leadership.
• Drive the operating reporting rhythm: weekly performance, monthly business reviews, QBRs and regional inputs to Board materials.
• Own pipeline health and funnel analytics, including conversion by stage, segment, region and country, source and campaign contribution, and win/loss patterns. Identify what is driving each result and recommend what to change.

Partnership with regional leadership

• Act as the revenue operations partner to regional sales leaders and their teams, joining leadership meetings and QBRs with data and recommendations that support fast decisions.
• Support leaders at different levels of business maturity and with different priorities, and give each the same standard of analysis and attention.
• Serve as one of the EMEA, META and APJ voices within global Revenue Operations, and keep regional requirements visible in global planning.

Systems, data and process

• Maintain data integrity in Salesforce and the wider GTM stack, including account ownership, hierarchy, segmentation and the reporting fields that executive reporting depends on.
• Work with global GTM Operations on system and process changes, making sure regional needs are represented without fragmenting the global architecture.
• Maintain rules of engagement across regions, segments and teams, and resolve coverage and credit questions fairly and promptly.
• Bring region-specific requirements into process and reporting design, including data residency, GDPR and APAC privacy regimes, and local entity and currency considerations, working with Legal and Finance.
• Partner with Marketing, BDR, Customer Success, Finance and Legal to remove friction from the regional go-to-market process.

What we are looking for

Required

• 7+ years of Sales, Revenue or GTM Operations experience in high-growth Enterprise B2B SaaS.
• Experience with multi-country territory design, quota allocation and capacity planning. EMEA experience is essential, and exposure to META or APJ is a strong plus.
• Expert-level Salesforce skills, including reporting, data models and process design, and sound judgment about what belongs in the CRM and what does not.
• A record of running a forecast process that sales leaders trust, with measurable improvement in forecast accuracy.
• A strong analytical foundation: you can break an ambiguous problem into its parts and reach a recommendation you can defend.
• Clear communication across levels, from a front-line manager's pipeline question to an executive summary, without changing the underlying facts.
• Experience as a trusted operations partner to senior revenue leaders, including giving them unwelcome news when the numbers call for it.
• Comfort working inside a globally managed function: adopting global standards, pushing back where they do not fit, and avoiding regional fragmentation.
• Working knowledge of the modern GTM stack (for example Salesforce, Outreach, Gong, HubSpot, CPQ, and Sigma, Tableau or Looker) and the ability to learn new tools quickly.
• Comfort with international complexity: multiple currencies, legal entities, languages and privacy regimes, and a working day that spans several time zones.
• Willingness to travel across the regions and to the US for QBRs and planning cycles (1 - 2x per quarter)

Nice to have

• Experience supporting public sector or regulated-industry go-to-market teams.
• SQL skills or experience building data models directly.
• Experience mentoring or informally leading analysts or junior operations staff.

How success is measured

• Forecast accuracy improves and leadership relies on the regional roll-up.
• Territories and quotas are in place on time each planning cycle, with few disputes after launch.
• Regional leaders get reporting and recommendations without having to ask for them.
• Salesforce data in the regions meets agreed hygiene standards.
• Regional requirements are reflected in global system and process decisions.

Base Salary Range

£129,144—£152,152 GBP

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard's Global Candidate Privacy Notice.

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