Manager, Sales Operations and Strategy – EMEA
Spotify
full-time
Posted on:
Location Type: Hybrid
Location: London • United Kingdom
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Tech Stack
About the role
- Translate company and Ads BU strategy into EMEA business plans, OKRs, and measurable initiatives that drive revenue growth and operational accountability.
- Track performance against strategic goals and ensure data-driven accountability across Sales and cross-functional stakeholders.
- Support executive priority initiatives that span Sales, Marketing, Product, and Operations.
- Lead go-to-market operationalization for new ad products, automation initiatives, and growth strategies by developing scalable sales frameworks (segmentation, customer tiering, GTM playbooks) and driving cross-functional execution across EMEA.
- Design and optimize territories, books of business, and capacity models to maximize coverage effectiveness and seller productivity (RPH), partnering with Sales Leadership and Finance on headcount strategy and investment tradeoffs to ensure disciplined resource allocation aligned to business priorities.
- Partner with Sales Leadership and Finance on account planning, headcount strategy, and investment tradeoffs to ensure disciplined resource allocation aligned to business priorities.
- Lead Weekly, Monthly, and Quarterly Business Reviews, delivering executive-ready insights on performance drivers, risks, opportunities, and external market dynamics.
- Drive in-quarter and annual “close-the-gap” strategies to achieve revenue targets, mobilizing cross-functional action plans to mitigate risk and unlock upside.
- Partner closely with Revenue Management to reinforce forecasting rigor, pipeline governance, and standardized reporting that improves visibility, predictability, and decision-making.
Requirements
- 6+ years of experience in Sales Operations, Revenue Strategy, Commercial Strategy, or Management Consulting within Digital Advertising.
- Experience at a top-tier consulting firm (strategy, operations, or transformation focus) is a plus.
- Proven experience in territory design, capacity planning and GTM operationalization
- You are a strategic thinker who connects day-to-day execution to long-term business shifts
- You have experience working in Salesforce CRM Analytics (or another BI tool) connecting to multiple data sources and creating reports and dashboards. Experience with SQL preferred
- You have experience working with CRM systems (preferably Salesforce) and the overall sales stack of tools that drive productivity
- Demonstrated curiosity and comfort leveraging AI and automation tools to enhance operational rigor, reporting efficiency, and insight generation.
- You have strong analytical and quantitative skills; ability to determine trends and propose solutions.
- You have experience working in high-growth, matrixed, cross-functional environments.
- You have excellent collaboration skills working with multiple departments and individuals to reach common solutions that serve revenue growth
- You have a high ownership mindset with strong accountability orientation
- You are comfortable challenging the status quo and driving structured change.
- You have a Bachelor’s Degree or higher from a leading College or University
Benefits
- Flexible working hours
- Opportunities for professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Sales OperationsRevenue StrategyCommercial StrategyManagement Consultingterritory designcapacity planningGTM operationalizationSQLdata analysisreporting
Soft Skills
strategic thinkinganalytical skillsquantitative skillscollaborationownership mindsetaccountability orientationcuriositycomfort with changeproblem-solvingcross-functional teamwork