Principal, EMEA Sales Strategy and Operations

Cloudflare•San Francisco, CA

22h•Onsite

About The Position

As the Principal, EMEA Sales Strategy and Operations, you will lead the operational strategy and execution for two of our most important regions in EMEA. Reporting directly to the Senior Director of Sales Strategy and Operation for EMEA, you will partner closely with regional sales leadership, global sales operations, marketing, finance, and other cross-functional teams to drive sales productivity, accelerate pipeline growth, and enhance forecasting accuracy. You will identify, design, and execute strategies that improve performance, scalability, and operational excellence across UKI, CEE and Israel regions. A catalyst for action, you will bring structure, insight, and momentum to a rapidly growing business. The ideal candidate is both process- and data-driven, thrives on collaboration, and knows how to unite teams around a common vision to deliver exceptional results.

Requirements

Proven senior experience (10+ years) in sales operations, revenue operations or go-to-market operations in a high-growth technology / SaaS company.
Experience scaling sales operations across multiple regions (preferably EMEA) including complexity of multiple countries, languages, regulatory frameworks.
Strong analytical skills and comfort working with data: able to turn data into insights and actions.
Deep understanding of sales processes/end-to-end sales lifecycle, pipeline management best practices, forecasting, territory/quota design, incentive comp, CRM systems (e.g., Salesforce).
Experience to use AI to drive automation, innovation and improve efficiency.
Exceptional cross-functional collaboration and influencing skills: ability to partner with sales leadership, marketing, product, finance, enablement and others.
Excellent communication (verbal & written) — able to articulate complex operational issues and influence senior leadership.
Comfortable working in fast-paced, dynamic, changing environment; strong change-management aptitude.
Strategic thinking with strong execution orientation.

Responsibilities

Serve as a business partner to the UKI, CEE and Israel AVPs and Sales Leadership team, defining and driving strategic initiatives that enable the region to achieve its quarterly and annual revenue objectives.
Deliver actionable insights, analytics, and use AI to enhance decision-making, uncover performance bottlenecks, and accelerate sales execution.
Continuously improve processes, innovate and find scalable solutions to do more with less.
Use AI and automation to improve sales productivity and help leadership look behind corners to anticipate blockers and reduce risks.
Partner with other Regional Leaders, global RevOps, Marketing Ops, Finance and Enablement to ensure regional execution aligns with global go-to-market strategy and expectations.
Drive forecasting discipline: ensure accurate pipeline coverage, risk identification, deal reviews, and business reviews with regional leadership.
Monitor region-specific market dynamics and ensure sales operations are tailored to the unique UKI, CEE and Israel environment.
Own key regional sales operations metrics (e.g., sales cycle length, win rate, pipeline conversion, average deal size, forecasting accuracy, quota attainment) and provide regular reporting to senior leadership and support EMEA sales Strategy and Operations leader to improve cadences.
Partner with GTM strategy team and provide input to sales planning, including regular updates to quotas, customer segmentation, account targeting, and Channel development.