Head of Sales Operations, Asia Pacific

About the role

TP, a global provider of digital-first solutions with €10 billion in annual revenue, is hiring a Head of Sales Operations for the Asia Pacific region. The President of Asia Pacific leads the regional go-to-market organization and its Customer Success heads, and the Head of Sales Operations runs the commercial operating system: pipeline and forecast discipline, deal governance, bid, solution and pricing execution, performance measurement and the GTM review cadence. The role is the President's right hand across hunting and farming.

Key responsibilities

• Run the APAC GTM and Customer Success cadence: weekly pipeline and deal reviews, monthly market business reviews and quarterly GTM planning, owning agendas, data, decisions and follow-through.
• Act as the President's proxy on commercial matters, representing the President in commercial forums and escalating issues early and clearly.
• Translate APAC commercial strategy and Future Forward priorities into market-level GTM plans, targets and initiatives, and prepare commercial performance materials for the President and global leadership.
• Lead GTM initiatives such as vertical plays, AI and digital offer launches, new-market entry and partner programs.
• Own the APAC pipeline management framework (stage definitions, qualification standards, hygiene, coverage ratios, conversion metrics) and the regional forecast (bookings, TCV/ACV, revenue conversion, ramp).
• Build and run the APAC performance scorecard: market, account and seller-level KPIs, win rates, cycle times, margin at signature versus plan, and account expansion and retention.
• Work with Finance on territory segmentation and target-setting, and with HR and Global Sales Compensation on quota design and incentive plans.
• Own CRM adoption and data quality (e.g. Salesforce) and the regional reporting and analytics stack.
• Drive account planning standards for strategic clients, including whitespace analysis, relationship mapping and cross-sell of TP.ai, digital, trust & safety and back-office solutions.
• Lead the APAC Bid Management, Solutions Design and Pricing teams, own the deal qualification and bid/no-bid process, and run the deal review and approval process in line with global Delegation of Authority.
• Partner with the Customer Success Heads on a common farming operating model, and hold senior market leaders to agreed commercial standards.
• Build and develop a high-performing sales operations, bid, solutions and pricing team, and serve as the regional counterpart to global Sales Excellence, Finance, Legal and Marketing.

Required profile

• 12+ years of commercial experience, including at least 5 years leading sales operations, commercial excellence or deal management in B2B services; BPO, CX, IT services, consulting or managed services strongly preferred.
• Proven ownership of a regional pipeline and forecast in a complex, multi-country, long-cycle, high-TCV environment.
• Strong command of APAC markets, with working experience across more than one of North Asia, Greater China and Southeast Asia.
• Experience leading and developing multi-country teams; Bachelor's degree required, MBA or equivalent preferred.
• Experience as Commercial Director, Head of Sales Excellence or Head of Deal Management for a regional President, CEO or CCO.
• English essential; Mandarin, Japanese, Korean or a Southeast Asian language is an advantage.

Required skills

• Hands-on experience with bid management, solution design and services pricing (FTE, transactional, outcome-based and hybrid models) and deal governance.
• Fluent with CRM (Salesforce preferred), Excel/financial modelling and BI tools (Power BI, Tableau or similar).
• Understanding of AI, automation and digital transformation offers and how to price and position them.