Senior Director, EMEA Sales Operations

About the role

Reporting directly to the SVP of Revenue Intelligence, the Senior Director, EMEA Sales Operations leads the charge in driving operational excellence, process innovation, and outstanding sales performance throughout the EMEA region. Central to this role is championing transformation and optimization of sales operations in EMEA, with a clear focus on driving global consistency in processes and standards. By harnessing advanced analytics and AI-powered solutions, the Senior Director delivers world-class sales support and strategic insights that empower teams and maximize results. Collaborating closely with EMEA Sales Leadership, Channel, Field Marketing, Revenue Intelligence, and other corporate functions, this leader ensures the highest standards of execution and efficiency. Additionally, the position oversees an international team of EMEA Sales Operations managers, playing a pivotal role in standardizing and elevating sales processes, tools, and methodologies across the region.

What You’ll Do

• Lead the development and implementation of sales excellence strategies and processes across the EMEA region. Standardize and optimize these initiatives to improve sales effectiveness and productivity, ensuring alignment with global best practices and consistent execution.
• Continuously evaluate and refine sales processes for operational excellence and to drive growth by establishing key performance indicators that track sales performance and productivity in a globally consistent manner.
• Drive the rhythm of the business on a weekly, monthly, and yearly basis to identify business issues and ensure actions are in place to course correct results.
• Evaluate and implement sales tools and technology to support sales objectives and oversee the implementation and utilization of CRM/QTC systems.
• Collaborate with senior and regional sales management to align sales excellence strategies with processes and tools to achieve revenue goals.
• Leverage CRM data for insights and customer/account engagement plans, while standardizing key processes like account planning.
• Drive a highly accurate forecasting process, including definition of playbooks, methodologies, weekly process and supporting technology.
• Maintain governance and data-driven optimization of sales stages for selling effectiveness across new license and renewal sales.
• Champion change management and process optimization across the organization, ensuring consistency in change management and sales program implementation across regions.

Key Success Factors

• Skilled in establishing and tracking key performance indicators, with the ability to utilize AI-powered analytics for deeper insights.
• Experience with performance management systems, including those that incorporate AI for predictive analysis and improved accuracy.
• Knowledge of sales tools and technology, including CRM/QTC systems.
• Capability to leverage CRM data for strategic insights, embracing AI to identify trends and opportunities.
• Proficiency in standardizing account planning and forecasting processes, integrating AI models where appropriate for enhanced precision.
• Leadership in managing quote-to-cash and Salesforce projects.
• Governance in maintaining sales stages for effectiveness.
• Consistency in driving business rhythms and processes.
• Ownership of sales excellence playbook and process implementation.
• Effectiveness in change management and program implementation.

What You’ll Bring

• 10-15+ years of experience in driving consistency and change with global sales organizations.
• Proven experience in a senior sales leadership or sales excellence role.
• Strong analytical skills and experience in AI-driven solutions.
• Advanced proficiency in CRM/QTC systems and sales tools technology such as Salesforce.
• Demonstrated ability to develop and execute sales strategies and processes.
• Excellent communication and leadership skills.
• Ability to work in a fast-paced, dynamic environment.
• Track record of improving key sales metrics (win rates, cycle time, etc.).
• Experience with business intelligence and analytics platforms.
• Background in both enterprise and commercial sales operations.

What You’ll Get

• 30 paid vacation days, plus 3 global VeeaMe Days for self-care
• Statutory public health insurance with employer and employee contributions
• Statutory pension scheme with employer and employee contributions
• Statutory accident insurance fully funded by Veeam
• Supplemental pension plan with employer match and salary sacrifice option
• Supplemental accident insurance with 24/7 worldwide coverage
• 24 paid volunteer hours annually through Veeam Cares
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (LinkedIn Learning, Athena, O’Reilly) and mentoring through our MentorLab program

Please note: If an applicant is permanently located outside of Germany, Veeam reserves the right to decline the application for this position.

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