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Rubrik, a fast-growing enterprise cybersecurity firm with $1.5B in ARR growing at 34% YoY, is seeking a Sales Operations Strategy Manager to lead strategic initiatives for a key international region. Reporting to the Senior Director of International Sales Strategy, you will serve as the strategic business partner to the regional Sales Director and executive leadership, designing and executing a world-class go-to-market infrastructure that scales with rapid growth across diverse international markets.
Key Responsibilities:
Strategic GTM Leadership: Define and lead regional sales strategy, providing data-driven insights to optimize regional investment and market expansion. Partner with regional Sales Director and executive leadership to identify systemic levers for revenue growth.
Territory & Capacity Architecture: Lead annual and long-range planning for the regional theater, overseeing complex territory design, headcount capacity models, and multi-country market segmentation.
Incentive & Quota Strategy: Design and govern a repeatable, data-driven quota allocation process across multiple currencies and regions, ensuring alignment between corporate financial targets and field motivation.
Operational Excellence: Own the regional "Rhythm of the Business," including the regional forecast process, Quarterly Business Reviews (QBRs), and pipeline hygiene to ensure high predictability across a diverse sales landscape.
Cross-Functional Orchestration: Partner with Global Ops, Finance, Marketing, and HR to ensure specific regional needs are represented in global systems and process rollouts.
Team Leadership: Build, mentor, and lead a high-performing team of regional Sales Operations professionals, fostering a culture of excellence and analytical rigor.
This is a high-impact manager role sitting at the intersection of strategy, finance, and regional sales execution. You will need executive presence, the ability to influence and challenge senior leaders, and comfort being the "voice of truth" in the room. Deep understanding of EMEA market nuances—including diverse labor laws, currency impacts, and cultural business practices—is essential. You will drive large-scale organizational transformations and system implementations across international borders while maintaining operational resilience in a hyper-growth, high-stakes environment.
Requirements:
- 7+ years of experience in Sales Operations or Business Operations within a high-growth SaaS or enterprise software environment
- 5+ years of leadership experience, specifically managing teams in a regional capacity
- Expert-level knowledge of Salesforce, Clari, and Pigment (or similar SPM tools); experience leveraging AI/ML for predictive forecasting is a plus
- Advanced financial modeling skills and a track record of using data to drive significant ROI in sales productivity
- Undergraduate degree required
