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Factory is building the platform for self-improving software development, helping enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, RBC, Palo Alto Networks, Adobe, and T-Mobile use Factory to ship code, review PRs, run tests, and deploy continuously. The company raised $200M at a $5B valuation in 2026, with total funding exceeding $400M, backed by Khosla Ventures, Sequoia, Blackstone, and operators including the CEOs of Databricks and Snowflake.
As GTM Strategy & Operations Lead for EMEA, you will be a founding member of the GTM Strategy & Operations team, serving as the strategic partner to EMEA sales leadership. You will own segment performance, strategy, operating cadence, and analysis explaining what is working and what is not.
Key responsibilities include: partnering with EMEA leadership to define segment strategy and growth priorities; translating company-level goals into segment targets and KPIs; owning forecasts and pressure-testing calls; leading analyses on pipeline health, conversion, capacity planning, segmentation, and incentive design; building financial and operating models to evaluate GTM trade-offs; designing territory and account coverage, quota setting, and mechanics; designing and running core business cadences including weekly pipeline reviews, forecast calls, and QBRs; building dashboards and reporting infrastructure for leadership visibility; establishing metrics to identify top performers and diagnose underperformance; improving Salesforce and the GTM stack for data integrity and efficiency; project-managing cross-functional initiatives across Sales, Marketing, Partnerships, Engineering, Product, Finance, Recruiting, and Operations; exploring ways to use Factory's automation capabilities to reduce manual reporting and analysis work; and delivering high-quality recommendations to senior leadership while building long-term infrastructure.
This is a high-visibility role at the center of the business, offering a direct path to understanding commercial strategy and operational excellence in a high-growth environment.
QUALIFICATIONS:
- 4+ years of professional experience, ideally in consulting, investment banking, private equity, corporate strategy, or high-growth startups
- Strong analytical skills: ability to go deep on data, structure analyses quickly, understand data sources and limitations, defend numbers, and have a point of view
- Ownership: take initiative, drive problems to completion, bring in the right people, hold yourself accountable
- Bias for action: deliver high-quality work on tight timelines in high-stakes moments
- Judgment and value orientation: identify which problems move the business most, focus there, deprioritize the rest, know when 80% is sufficient and when it isn't
- Comfort with ambiguity and change: turn messy, undefined problems into clear plans, adjust quickly without losing momentum
- Process and operational thinking: solve problems once, then document and systematize, know where to standardize and where to maintain flexibility
- Communication and stakeholder management: credible with sales leaders, engineers, and executives; earn confidence with clear, well-structured recommendations; strong written and verbal communication
- AI fluency: practical instinct for using AI to increase leverage, understanding of limitations, holding AI output to your own standards
- Advanced Excel or Sheets required; Salesforce, SQL, and BI tools experience a plus
- Sales, Sales Strategy, Business Operations, or Revenue Operations experience a plus
