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Salary: GBP 165,000 - 210,000 / annual
Chainguard is a venture-backed software supply-chain security company delivering hardened, secure, production-ready builds of open source software. The company serves Fortune 500 enterprises and global leaders including OpenAI, Snowflake, Canva, and Fortinet.
You will lead the operational engine behind Chainguard's international business across EMEA and APAC. Reporting to the global Revenue Operations leader, you'll partner directly with the GVP EMEA and RVP APAC, owning planning, forecasting, territory design, reporting, and process rigor across a multi-country, multi-segment, multi-timezone operation spanning UK&I, DACH, the Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN.
Key responsibilities include:
- Lead and develop the existing Sales Operations team supporting both regions; set priorities, raise quality standards, and scale the team as regions grow
- Serve as the direct revenue operations partner to regional leadership; own planning, forecasting, reporting, and operational decision support
- Participate in EMEA and APAC leadership rhythms: attend and shape leadership meetings, staff meetings, and QBRs with data-driven recommendations
- Own annual and in-year territory design across both regions, accounting for language, entity, segment, and account-potential differences
- Run capacity and coverage modeling: headcount plans, ramp assumptions, quota allocation, and productivity targets aligned to company financials
- Own the forecast cadence for both regions: weekly pipeline inspection, forecast calls, roll-up accuracy, and executive narratives
- Deliver operating reporting rhythm: weekly performance, monthly business reviews, QBRs, and Board material inputs
- Own pipeline health and funnel analytics: conversion rates by stage/segment/region/country, source and campaign contribution, win/loss patterns
- Drive data integrity and hygiene standards in Salesforce and the broader GTM stack across both regions
- Partner with global GTM Operations on system and process changes, ensuring regional requirements are represented
- Support sales compensation execution for both regions in partnership with global Sales Ops and Finance
- Partner cross-functionally with Marketing, BDR, Customer Success, Finance, and Legal to remove GTM friction
- Maintain governance and rules of engagement across teams and segments; arbitrate coverage and credit questions
- Bring region-specific operational requirements (data residency, GDPR, APAC privacy regimes, local entity and currency considerations) into process and reporting design
The role is fully remote, UK-based, with approximately 25% travel across EMEA, APAC, and the US for QBRs and planning cycles.
REQUIREMENTS:
- Deep Sales, Revenue, or GTM Operations experience in high-growth Enterprise B2B SaaS (must-have)
- Proven experience managing and developing a sales operations team (must-have)
- Demonstrated ownership of multi-country international territory design, quota allocation, and capacity planning; EMEA experience essential, APAC exposure a strong plus (must-have)
- Hands-on, expert-level Salesforce fluency: reporting, data models, process design, and judgment on what belongs in CRM (must-have)
- Track record of running a forecast cadence that sales leadership trusts, with measurable improvement in forecast accuracy (must-have)
- Strong analytical foundation; able to break ambiguous problems into concrete components and land defensible recommendations
- Excellent communicator who can move between front-line manager questions and executive-level narratives without changing underlying facts
- Demonstrated success as trusted operations partner to senior revenue leaders (GVP/VP/GM level); able to earn a seat in leadership rhythm and be relied on for numbers
- Proven ability to support multiple regional leaders at once with different business maturity levels without defaulting to the loudest voice
- Experience operating as a regional leader inside a globally managed function; comfortable inheriting standards, pushing back where they don't fit, and not fragmenting the system
- Working knowledge of modern GTM stack (Salesforce, Outreach, Gong, HubSpot, CPQ, Sigma/Tableau/Looker) and strong aptitude for picking up new tools
- Comfort with international operating complexity: multiple currencies, legal entities, languages, data privacy regimes, and working day spanning EMEA and APAC timezones
- Self-starter who flourishes in fast-paced, high-growth environment and can hold multiple priorities without dropping any
- Willingness to travel across EMEA, APAC, and US for QBRs and planning cycles (~25%)
- Public sector or regulated-industry GTM operations experience is a plus but not required
- SQL or data modeling experience is a plus but not required
About Chainguard
AI / Data / Infrastructure; Legal / Compliance / Risk — software supply-chain security and trusted container images.
