We are a global team of innovators dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by providing unparalleled insight into complex systems. We are expanding our presence and seeking talented people to join our mission to help the world’s best companies optimize their digital applications.
Your opportunity
Elevate your career as the Senior Revenue Operations Manager for Strategic and Enterprise segments in EMEA. You will partner with the Senior Director of Strategic Sales and the VP of Enterprise Sales to ensure operational rigor, optimize the rhythm of business, and enhance sales productivity across a go-to-market team of about eighty across Europe, the Middle East and Africa.
This hybrid role offers flexibility, with an expectation to work from a local office 1-2 days a week as required, balancing teamwork and independence.
What you’ll do
Strategic Business Partnering & Forecast Rigour
- Drive the weekly, monthly, and quarterly forecasting cadence for the Strategic and Enterprise units; ensure accuracy in predicting closure of complex, high-value deals.
- Partner with Sales Leadership to conduct deep-dive pipeline analysis, identify risks in opportunities, advise on deal health and provide cross-functional counsel.
- Apply advanced statistical rigor to forecasting cadence to provide data-backed predictions for high-value Enterprise deals.
- Conduct deep-dive analyses on forecast-to-actual variances to identify systemic risks and improve predictability of the book of business.
- Lead the preparation and execution of Quarterly Business Reviews (QBRs) for the sectors, presenting actionable insights to executive leadership.
Enterprise Deal Strategy & Operational Excellence
- Act as a trusted advisor on large deal structures, collaborating with Legal, Finance and Deal Desk to streamline non-standard approvals and complex contracting processes.
- Analyze whitespace and penetration within Strategic & Enterprise accounts to support Account Executives in maximizing revenue potential.
- Ensure effective governance and compliance within the Enterprise deal cycle while maintaining sales velocity.
Data, Systems, and Advanced Analytics
- Standardize and optimize CRM processes specifically for Enterprise selling motions (e.g., multi-stakeholder mapping, complex buying centers).
- Provide ad-hoc, high-level reporting for insights and recommendations on trends, consumption, churn risk, and expansion opportunities.
- Track and communicate key performance indicators, as well as critical leading indicators, ensuring their mathematical integrity.
- Architect and maintain complex financial and operational models that track consumption trends, churn risk, and expansion opportunities across the EMEA region.
Sales Enablement & Process Architecture
- Drive and influence process improvements to systems and workflows to suit the specific needs of long-cycle Enterprise sales.
- Propose enhancements for better user experiences and efficiency for Sales Executives and Account Managers.
- Support initiatives for application enhancement and process automation to reduce administrative burden on high-performing sales teams.
- Collaborate with Enablement teams to ensure the field is proficient across the sales process, playbooks and tools required to excel in their roles.
Fiscal Year Planning & Territory Design
- Lead the coordination of sales plans and segmentation for the Strategic & Enterprise business, designing equitable territories and quotas.
- Advise on international commission splits and rules relevant to multi-regional Strategic accounts.
- Maintain mid-year cycles to ensure optimal coverage across the segments and territories.
Qualifications
- Extensive Operations Experience: Deep background in sales or revenue operations, specifically supporting Enterprise or Strategic customer segments in the technology sector.
- Scale & Complexity: Proven experience managing a complex book of business in excess of $200M+ in revenue.
- Strategic Data Storytelling: Advanced numerical literacy with the proven ability to influence Executive Sales Leaders by translating complex data sets into a clear strategic narrative.
- Quantitative & Statistical Rigor: Expertise in applying advanced statistical models to forecasting cadence, providing data-backed predictive accuracy for high-value Enterprise deals.
- Analytical Execution & Integrity: Meticulous approach to maintaining the mathematical integrity of KPIs and architecting complex financial/operational models.
- SaaS & Consumption Acumen: Deep familiarity with Consumption and SaaS go-to-market models, including key metrics such as NRR, CAC, and LTV.
- Strategic Fiscal Planning: Experience in territory design, equitable quota setting, and complex international commission structures.
- Technical Proficiency: Proficiency with GTM tech stack (Salesforce, Tableau) and end-to-end lead-to-cash processes.
- Cross-Functional Influence: Ability to influence Finance, Legal, and Deal Desk in high-stakes account management.
Bonus points if you have
- Professional certifications (e.g., CFA, CPA) or a quantitatively focused degree.
- Financial modeling skills (automated, dynamic models with complex logic).
- Experience with advanced Revenue Operations frameworks (e.g., Salesforce Advanced Administration, Tableau Desktop Specialist).
- Direct experience in high-growth, consumption-driven or usage-based business models.
- Deep understanding of the Observability or Monitoring landscape and relevant metrics.
- Prior people management or project leadership in global GTM transformations.
- Proficiency in a second European language (German, French, or Spanish).
We are an equal opportunity employer. We celebrate diverse backgrounds and are committed to an inclusive environment for all employees.
If you require a reasonable accommodation to complete any part of the application or recruitment process, please reach out to resume@newrelic.com.
Our hiring process is designed to comply with applicable law; all persons hired will be required to verify identity and work eligibility. A criminal background check may be required. We will consider qualified applicants with arrest and conviction records in accordance with applicable law.
#J-18808-Ljbffr…