Director, Sales Operations - EMEA and APJ

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

This Role, in a Nutshell

Chainguard's international business is past the proving stage — the teams, the motion, and the early wins are in place across both EMEA and APAC. We're looking for a Director, Sales Operations to run the operational engine behind it. You'll lead our existing sales operations team and own the planning, forecasting, territory design, reporting, and process rigor that keep a multi-country, multi-segment, multi-timezone business running at speed.

You'll act as the direct revenue operations partner to our GVP, EMEA, our RVP, APAC, and their VPs, reporting into our global Revenue Operations leader — inheriting global standards and systems and adapting them for the realities of selling across UK&I, DACH, the Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN. This is a role for someone who wants to own two regions end-to-end while staying tightly connected to a global function.

What You'll Do

• Lead, coach, and develop the existing Sales Operations team supporting EMEA and APAC — set priorities, raise the bar on quality, and grow the team as both regions scale.
• Serve as the direct revenue operations partner to the GVP, EMEA, and the RVP, APAC, and their leadership teams — the single point of accountability for planning, forecasting, reporting, and operational decision support across both regions.
• Sit in both the EMEA and APAC leadership rhythms: attend and shape leadership meetings, staff meetings, and QBRs, and bring the data and recommendations that let leaders make calls quickly and confidently.
• Extend that partnership down the org to regional VPs and front-line managers, while acting as the EMEA and APAC voice inside the global GTM Operations function.
• Own annual and in-year territory design across both regions — carve equitable, data-backed territories spanning UK&I, DACH, Nordics, France, Benelux, Southern Europe, Middle East, ANZ, Japan, India, and ASEAN.
• Run capacity and coverage modeling for EMEA and APAC: headcount plans, ramp assumptions, quota allocation, and productivity targets tied to the company financial plan.
• Own the forecast cadence for both regions — weekly pipeline inspection, forecast calls, roll-up accuracy, and the narrative that goes to global sales and finance leadership.
• Deliver the operating reporting rhythm for both regions: weekly performance, monthly business reviews, QBRs, and EMEA and APAC inputs to Board materials.
• Own pipeline health and funnel analytics end-to-end: conversion rates by stage, segment, region, and country; source and campaign contribution; and win/loss patterns.
• Drive data integrity and hygiene standards in Salesforce and the broader GTM stack across both regions.
• Partner with global GTM Operations on system and process changes, ensuring EMEA and APAC requirements are represented.
• Support sales compensation execution for both regions in partnership with global Sales Ops and Finance.
• Partner cross-functionally with Marketing, BDR, Customer Success, Finance, and Legal to remove friction from the EMEA and APAC GTM process.
• Maintain governance and rules of engagement across EMEA and APAC teams and segments.
• Bring region-specific operational requirements — data residency, GDPR, APAC privacy regimes, and local entity/currency considerations — into process design.

What We're Looking For

• Experience: Deep Sales, Revenue, or GTM Operations experience, including significant time in high-growth Enterprise B2B SaaS.
• Leadership: Proven experience managing and developing a sales operations team.
• Territory Planning: Demonstrated ownership of multi-country international territory design, quota allocation, and capacity planning (EMEA experience essential; APAC exposure a strong plus).
• Salesforce Expertise: Hands-on, expert-level Salesforce fluency — reporting, data models, process design, and CRM hygiene.
• Forecasting: Track record of running a forecast cadence that sales leadership trusts, with measurable improvement in accuracy.
• Analytics & Communication: Strong analytical foundation with excellent communication skills to move between front-line questions and executive narratives.
• Leadership Partnership: Demonstrated success as a trusted operations partner to senior revenue leaders (GVP/VP/GM level).
• Stack Knowledge: Working knowledge of the modern GTM stack (Salesforce, Outreach, Gong, HubSpot, CPQ, Sigma/Tableau/Looker).
• International Complexity: Comfort with multiple currencies, legal entities, languages, data privacy regimes, and working days spanning EMEA and APAC timezones.
• Travel: Willingness to travel across EMEA, APAC, and to the US for QBRs and planning cycles (~25%).

Nice to Haves:

• Public sector or regulated-industry GTM operations experience.
• Experience with SQL or building data models directly.

Benefits & Culture

• Flexible & Remote-First Culture: Work remotely with team meetups, bi-annual destination summits, and monthly stipends for coworking, phone, and internet.
• Equity: Stock options upon hire and promotion with secondary market participation and a 10-year exercise window.
• 100% Covered Health Insurance: 100% coverage of health, vision, and dental premiums for you and your dependents.
• Flexible Time Off: Unlimited flexible PTO.
• Paid Parental Leave: 18 weeks for birthing parents and 12 weeks for non-birthing parents.