GTM Strategy & Ops Lead - APJ

About the role

We are building the first automated coding platform and need a senior leader to create the go‑to‑market (GTM) operating model for the APJ region. This greenfield, high‑ownership role will report directly to the President of APJ and will design the infrastructure that enables fast execution, accurate forecasting and sustainable scaling.

Key responsibilities

• Act as the embedded GTM strategy and operations partner for the APJ sales and GTM team, advising regional leadership.
• Build core operating infrastructure from scratch, including forecasting cadences, pipeline reviews, territory design, quota frameworks and performance visibility.
• Drive regional business reviews and strategic analyses to surface trends and inform leadership decisions.
• Collaborate with Finance, Enablement and Data teams to shape go‑to‑market strategy and resource plans for ANZ and APJ.
• Design and manage territory allocation, providing data‑driven recommendations aligned with business objectives.
• Lead high‑impact regional projects that improve efficiency across the revenue organization.
• Connect the APJ GTM team with global RevOps and strategy functions, ensuring alignment and advocacy.
• Recruit, hire and lead a high‑performing GTM operations team across APJ.

Required profile

• 15+ years of experience in revenue operations or GTM strategy at a high‑growth technology company, with deep sales‑operations expertise.
• Proven business‑partnering skills, shaping priorities and influencing senior GTM leaders.
• Track record of building operational infrastructure in early‑stage or rapidly scaling environments.
• Experience in SaaS or consumption‑based models and understanding of related forecasting, metrics and territory design.
• Comfort with ambiguity and ability to define how a region should build and scale.
• Strong analytical rigor, organizational skills and the communication ability to influence senior stakeholders.
• Hands‑on experience creating territories, compensation plans and quotas, and fluency in Salesforce.