[All remote jobs](https://jobicy.com/jobs.md)[![Cresta logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/08/4d686e40b22cf2510b627c59afe5fd95.jpg)](https://jobicy.com/company/cresta.md)[Cresta](https://jobicy.com/company/cresta.md) # GTM Strategy & Operations Manager, EMEA Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/cresta.md)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Product & Operations](https://jobicy.com/categories/management.md)EmploymentFull TimeExperienceDirectorPublished12 Oct 2026Apply before11 Nov 2026Listing views60Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Cresta is hiring a GTM Strategy & Operations Manager to serve as the operational and analytical partner to EMEA sales leadership. The role owns regional territory design, book-of-business construction, capacity planning, target setting, forecasting, pipeline reviews, and quarterly business reviews. It requires strong Salesforce, BI, modeling, data-management, and executive communication capabilities in a high-growth B2B SaaS environment. The manager will connect the EMEA field with central RevOps while improving process rigor, data integrity, and seller efficiency. This is a high-ownership operations role with substantial strategic influence but also hands-on execution responsibility. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role combines ambiguous strategic planning with detail-intensive execution across territories, forecasting, CRM data, and cross-functional processes. Success depends on independently influencing senior leaders while maintaining highly accurate operational data in a fast-paced regional business. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$135,000US market range$110k–$165k0$182k AI insightNo actual salary range is disclosed in the posting, so these are estimated US-market annual base-salary figures in USD for a mid-to-senior GTM Strategy and Revenue Operations Manager at a growth-stage B2B SaaS company. Actual compensation for this UK-based remote role may vary materially by location, experience, equity, and local market. ## Core skills Skills and capabilities most closely associated with this opportunity. [GTM strategy](https://jobicy.com/jobs?search_keywords=GTM%20strategy.md)[Revenue operations](https://jobicy.com/jobs?search_keywords=Revenue%20operations.md)[Sales operations](https://jobicy.com/jobs?search_keywords=Sales%20operations.md)[EMEA market planning](https://jobicy.com/jobs?search_keywords=EMEA%20market%20planning.md)[Territory design](https://jobicy.com/jobs?search_keywords=Territory%20design.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Pipeline analytics](https://jobicy.com/jobs?search_keywords=Pipeline%20analytics.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Business intelligence](https://jobicy.com/jobs?search_keywords=Business%20intelligence.md)[Stakeholder management](https://jobicy.com/jobs?search_keywords=Stakeholder%20management.md) Sample interview questionsHow would you approach redesigning territories across several EMEA markets?I would start with reliable account, pipeline, conversion, capacity, and market-potential data, then define the business objectives and coverage principles with sales leadership. I would model alternative territory scenarios for fairness, opportunity, travel or language constraints, and expected capacity, document the rationale, and manage a clear rollout and account-transition process. What metrics would you use to assess forecast health and accuracy? I would track forecast versus actual attainment by rep, segment, region, and stage; pipeline coverage; stage conversion; aging; close-date movement; and commit versus best-case accuracy. I would pair these measures with qualitative inspection of material deals to identify risk, slippage patterns, and corrective actions early. Describe how you turn an ambiguous business question into an executive recommendation. I first clarify the decision to be made, stakeholders, constraints, and success metric. I then structure the problem, validate the available data, build a small number of decision-relevant scenarios, and communicate a concise recommendation with assumptions, risks, and next steps rather than presenting analysis without a point of view. How would you improve Salesforce data integrity without creating unnecessary friction for sellers? I would identify the highest-value fields and workflows tied to forecasting, routing, and reporting, then simplify ownership and definitions before adding controls. I would use validation rules, automation, dashboards, and regular hygiene reviews selectively, explain the business value to the field, and measure both compliance and the impact on forecast quality. How do you handle a sensitive territory change that may affect seller relationships or compensation? I would ensure the decision is grounded in transparent coverage principles and validated data, align closely with leadership and compensation partners, and prepare a clear communication plan. I would communicate early where possible, explain the rationale and effective dates, provide transition steps and escalation paths, and follow through to resolve account-ownership issues quickly. Opportunity details ## About this role. Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day. Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. Cresta’s leadership includes some of the leading minds in AI today. Our CEO, [Ping Wu](https://www.linkedin.com/in/pingwu/), founded and led Google’s Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences. Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta. ### About the role As Cresta’s GTM Strategy & Operations Manager for EMEA, you will be the operational and analytical engine behind our fastest-growing region. You will partner directly with EMEA sales leadership to become a deep expert in the region’s book of business: turning data into decisions, running the operating cadences that keep the business on plan, and removing the friction that slows the field down. This is a high-ownership, hands-on role. You will move fluidly between strategy (where we play, how we cover the market, how we set targets) and execution (territory carves, forecast hygiene, CRM data integrity). You will be the trusted right hand to regional sales leaders and the connective tissue between EMEA and our central GTM Ops function. ### Key responsibilities Regional strategy and planning * Partner with EMEA sales and regional leaders to shape go-to-market strategy: country and region prioritization, sector focus, coverage models, and segment-specific plays grounded in each market’s characteristics and maturity * Own territory design and book-of-business construction. Define, carve, and continuously rebalance territories to align coverage with growth goals and ensure equitable account distribution * Drive the region’s annual and quarterly planning cycles across capacity, headcount, and target-setting Operating cadence and forecasting * Run the rhythm of the business for EMEA: weekly forecast calls, pipeline reviews, and quarterly business reviews. You own the data, the narrative, and the recommendations that go to leadership * Own forecast accuracy and pipeline health end to end. Surface slippage and coverage gaps early, and keep the region audible-ready at any level from rep to executive Analytics and insight * Analyze sales performance, productivity, and pipeline dynamics to develop proactive, data-driven insights and account-prioritization frameworks that improve seller efficiency * Set, track, and measure the goals and KPIs that inform critical business decisions, and translate complex analyses into clear, executive-ready recommendations Operational execution * Act as a utility player who removes operational bottlenecks for the EMEA field and provides timezone coverage for time-sensitive issues * Execute critical processes diligently, including account transitions, CRM updates, and data management, with clear communication and a high bar on data integrity across systems * Partner with central RevOps to shape and roll out new processes, tools, and GTM infrastructure, and continuously improve regional planning for scalability, transparency, and rigor Partnership and communication * Serve as a trusted advisor and force multiplier to EMEA sales leadership, balancing business needs with strong stakeholder empathy * Be recognized as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product, and communicate high-impact or sensitive changes such as territory moves clearly and thoughtfully ### Qualifications * 5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization * Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on * Proven ability to own and execute complex operational processes with high attention to detail and accuracy * Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives * Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT) * High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment ### Nice to have * Experience scaling a GTM organization through a high-growth period ($100M+ ARR) * SQL proficiency for querying and modeling data at scale * Familiarity with AI or conversational AI, and with consumption or usage-based business models * Experience operating across multiple EMEA markets and working with a globally distributed RevOps team Perks & Benefits: We offer a comprehensive and people-first benefits package to support you at work and in life: * Comprehensive medical, dental, and vision coverage with plans to fit you and your family * Paid parental leave for all new parents welcoming a new child * Remote work setup budget to help you create a productive home office * Monthly wellness and communication stipend to keep you connected and balanced * 20 days of vacation time to promote a healthy work-life blend Compensation at Cresta Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. Our use of AI in recruiting: We may use AI tools in our recruiting process, which require human review and oversight. If you have questions about our use of AI or wish to opt out, please contact [recruiting@cresta.ai](mailto:recruiting@cresta.ai) (if you are opting out, please use the subject ‘Opt-Out’ in your email). Recording & AI transcription: We do not authorize candidates to record or use AI transcription of any interview by phone, notetaker app, AI glasses, or other device. Candidates may request an exception or accommodation for review during the interview process as needed. Recruiting impersonation scams: We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates’ personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored. Show more [Apply now >](https://jobicy.com/jobs/155097-gtm-strategy-operations-manager-emea.md) > Annual salary information is not provided for this position. 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