GTM Strategy & Operations Manager, EMEA
Company: Cresta
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Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day.
Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. Cresta’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu, founded and led Google's Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences.
Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta.
About the role
As Cresta's GTM Strategy & Operations Manager for EMEA, you will be the operational and analytical engine behind our fastest-growing region. You will partner directly with EMEA sales leadership to become a deep expert in the region's book of business: turning data into decisions, running the operating cadences that keep the business on plan, and removing the friction that slows the field down.
This is a high-ownership, hands-on role. You will move fluidly between strategy (where we play, how we cover the market, how we set targets) and execution (territory carves, forecast hygiene, CRM data integrity). You will be the trusted right hand to regional sales leaders and the connective tissue between EMEA and our central GTM Ops function.
Key responsibilities
Regional strategy and planning
- Partner with EMEA sales and regional leaders to shape go-to-market strategy: country and region prioritization, sector focus, coverage models, and segment-specific plays grounded in each market's characteristics and maturity
- Own territory design and book-of-business construction. Define, carve, and continuously rebalance territories to align coverage with growth goals and ensure equitable account distribution
- Drive the region's annual and quarterly planning cycles across capacity, headcount, and target-setting
Operating cadence and forecasting
- Run the rhythm of the business for EMEA: weekly forecast calls, pipeline reviews, and quarterly business reviews. You own the data, the narrative, and the recommendations that go to leadership
- Own forecast accuracy and pipeline health end to end. Surface slippage and coverage gaps early, and keep the region audible-ready at any level from rep to executive
Analytics and insight
- Analyze sales performance, productivity, and pipeline dynamics to develop proactive, data-driven insights and account-prioritization frameworks that improve seller efficiency
- Set, track, and measure the goals and KPIs that inform critical business decisions, and translate complex analyses into clear, executive-ready recommendations
Operational execution
- Act as a utility player who removes operational bottlenecks for the EMEA field and provides timezone coverage for time-sensitive issues
- Execute critical processes diligently, including account transitions, CRM updates, and data management, with clear communication and a high bar on data integrity across systems
- Partner with central RevOps to shape and roll out new processes, tools, and GTM infrastructure, and continuously improve regional planning for scalability, transparency, and rigor
Partnership and communication
- Serve as a trusted advisor and force multiplier to EMEA sales leadership, balancing business needs with strong stakeholder empathy
- Be recognized as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product, and communicate high-impact or sensitive changes such as territory moves clearly and thoughtfully
Qualifications
- 5+ years in revenue operations, sales operations, GTM strategy, management consulting, or corporate strategy, ideally supporting a B2B SaaS or enterprise tech sales organization
- Strong analytical skills, with a track record of building models, working with large datasets, and turning ambiguous business questions into something a leader can act on
- Proven ability to own and execute complex operational processes with high attention to detail and accuracy
- Excellent stakeholder management and communication skills, including influencing senior stakeholders and executives
- Hands-on experience with GTM systems (Salesforce required), BI and visualization tools (Tableau, Looker, or similar), and AI tools (Claude, ChatGPT)
- High judgment and discretion, and the comfort to navigate ambiguity and drive alignment in a fast-paced environment
Nice to have
- Experience scaling a GTM organization through a high-growth period ($100M+ ARR)
- SQL proficiency for querying and modeling data at scale
- Familiarity with AI or conversational AI, and with consumption or usage-based business models
- Experience operating across multiple EMEA markets and working with a globally distributed RevOps team
Perks & Benefits:
We offer a comprehensive and people-first benefits package to support you at work and in life:
- Comprehensive medical, dental, and vision coverage with plans to fit you and your family
- Paid parental leave for all new parents welcoming a new child
- Remote work setup budget to help you create a productive home office
- Monthly wellness and communication stipend to keep you connected and balanced
- 20 days of vacation time to promote a healthy work-life blend
Compensation at Cresta
Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.
The base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.
Our use of AI in recruiting: We may use AI tools in our recruiting process, which require human review and oversight. If you have questions about our use of AI or wish to opt out, please contact recruiting@cresta.ai (if you are opting out, please use the subject ‘Opt-Out’ in your email).
Recording & AI transcription: We do not authorize candidates to record or use AI transcription of any interview by phone, notetaker app, AI glasses, or other device. Candidates may request an exception or accommodation for review during the interview process as needed.
Recruiting impersonation scams: We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored.
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