Vice President, Head of Sales Operations, CEMEA

About the Role
We are seeking a highly strategic, commercially-minded, and transformational leader to serve as Vice President, Head of Sales Operations for the Central and Eastern Europe, Middle East, and Africa (CEMEA) region. This pivotal role sits at the intersection of commercial strategy, operational excellence, sales transformation, data, technology, and AI innovation. As the senior leader responsible for Sales Operations, you will drive operational capabilities that enable commercial growth, accelerate market penetration, enhance seller productivity, and strengthen organizational effectiveness.

In this role, you will be a key member of the regional leadership ecosystem and a trusted advisor to the CEMEA President, Country Managers, Functional Leaders, and Global Sales Operations leadership. You will be accountable for shaping and executing the commercial operating framework that supports growth ambitions across this diverse and dynamic region.

Your leadership will encompass the development of scalable operating models, performance management frameworks, sales planning processes, technology strategies, analytics capabilities, and AI-enabled solutions that drive business outcomes and improve commercial execution.

Key Responsibilities

Commercial Strategy, Sales Planning & Organizational Effectiveness

• Drive the development and execution of CEMEA's sales operating model, ensuring alignment with the company's growth strategy and long-term business objectives.
• Develop customer segmentation, account coverage, and client prioritization frameworks to maximize commercial growth opportunities.
• Establish market and territory strategies that optimize resource deployment and seller effectiveness.
• Develop account planning methodologies to strengthen client engagement and pipeline development.
• Lead annual and multi-year sales planning processes, including resource allocation and organizational capacity planning.
• Assess market opportunities and growth trends to inform commercial strategy.
• Collaborate with Country Managers to continuously enhance organizational effectiveness and sales structures.
• Ensure clarity, consistency, and scalability across regional commercial operating models.

Commercial Performance Management

• Lead a culture of accountability and performance excellence across the sales organization.
• Manage quota setting, target allocation, and sales performance processes across the region.
• Partner with Global Sales Operations and other teams to implement incentive compensation and performance frameworks.
• Develop KPIs, performance scorecards, and executive dashboards for actionable insights.
• Conduct monthly, quarterly, and annual business reviews with senior executives.
• Provide forecasting insights and analyses for strategic decision-making.
• Identify performance risks and growth opportunities to improve outcomes.

Sales Process Excellence & Commercial Transformation

• Lead the design and optimization of sales processes for efficiency and growth.
• Serve as the executive sponsor for end-to-end sales processes, such as lead generation and deal management.
• Establish best-in-class sales standards and governance frameworks.
• Drive large-scale transformation initiatives improving seller and customer experience.
• Optimize lead-to-cash processes in collaboration with various teams.
• Implement new operating models and commercial processes to enhance effectiveness.

Sales Enablement, Capability Building & Productivity

• Partner with Global Sales Enablement to develop and execute capability-building strategies tailored to CEMEA.
• Lead onboarding and role-based development programs for sales professionals and leaders.
• Drive adoption of leading sales methodologies and best practices.
• Establish knowledge management frameworks and content governance standards.

Sales Technology, Data, Analytics & Artificial Intelligence

• Own the regional sales analytics and business intelligence agenda.
• Deliver insights and dashboards supporting strategic growth and productivity.
• Champion CRM optimization and data governance.
• Develop and execute a multi-year AI strategy to enhance decision-making and efficiency.

Executive Leadership & Stakeholder Management

• Act as a trusted advisor on growth strategy and operational efficiency to the Regional President and Leadership Team.
• Represent CEMEA within Global Sales Operations leadership forums.
• Influence senior stakeholders in a matrixed global organization and ensure local market relevance.
• Shape strategic investment decisions through data-driven insights.

Leadership Expectations

• Lead with a growth mindset focused on business impact and revenue acceleration.
• Influence key decisions as a strategic partner to executive leadership.
• Drive innovation and simplification across processes and technology.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Champion digital transformation and AI adoption in commercial capabilities.

Qualifications

Required

• Bachelor's degree in Business, Finance, Economics, Engineering, Data Analytics, or a related field.
• 15+ years of experience in Sales Operations, Revenue Operations, Strategy, or related disciplines.
• Proven success in leading regional or global sales operations in complex environments.
• Expertise in sales planning, quota management, performance management, and commercial transformation.
• Strong understanding of CRM platforms, sales technology, analytics, and AI applications.
• Experience influencing senior executives and leading cross-functional change.

Preferred

• MBA or advanced degree.
• Experience in payments, fintech, financial services, or technology industries.
• Proven track record in AI-enabled business solutions and transformations.
• Global or multi-regional leadership experience.

Equal Opportunity Employment
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. We will also consider qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.