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GTM Strategy & Operations, EMEA Lead

Factory· GTM
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London, UKFull-timePosted 2w ago

About the role

GTM Strategy & Operations Lead in EMEA with founding team involvement, focused on segment strategy, forecasting, pipeline optimization, territory design, quota and incentive design, and cross-functional program management within Factory's EMEA sales organization.

Responsibilities

  • Partner directly with EMEA leadership to define segment strategy, growth priorities, and execution plans.
  • Translate company-level goals into segment targets, operating plans, and measurable KPIs.
  • Own the forecast for your segments: run the cadence, pressure-test the calls, and give leadership a defensible view of where the quarter lands.
  • Lead high-impact analyses that inform critical decisions across pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment.
  • Build the financial and operating models used to evaluate trade-offs and quantify the impact of GTM decisions.
  • Own territory and account coverage design, quota setting, and the mechanics that make both defensible to reps and leadership.
  • Design and run the core business cadences that create accountability: weekly pipeline reviews, forecast calls, and QBRs.
  • Build the dashboards and reporting infrastructure that give leadership visibility into performance, productivity, and pipeline generation.
  • Establish the metrics that distinguish top performers, diagnose root causes of underperformance, and scale what works across the team.
  • Improve Salesforce and the surrounding GTM stack for data integrity, workflow efficiency, and reporting.
  • Project-manage cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations.
  • Find novel ways to use Factory droids to automate reporting, analysis, and deal support work.
  • Roll up your sleeves on immediate problems while building long-term infrastructure, and present clear, structured recommendations to senior leadership.

Qualifications

  • 4+ years of professional experience, ideally in consulting, investment banking, private equity, corporate strategy, or a high-growth startup.
  • Strong analytical skills with the ability to defend numbers and present a point of view.
  • Ownership mindset with initiative and accountability.
  • Bias for action with ability to deliver high-quality work under tight timelines.
  • Judgment and a nose for value to prioritize impactful problems.
  • Comfort with ambiguity and change; ability to adapt quickly.
  • Process and operational thinking to standardize solutions while allowing flexibility for specifics.
  • Excellent written and verbal communication with stakeholders at all levels.
  • AI fluency with practical use of AI to augment work and awareness of its limits.
  • Advanced Excel or Sheets required; Salesforce, SQL, and BI tools a plus.
  • Experience in Sales, Sales Strategy, Business Operations, or Revenue Operations is a plus.

Skills

Required:GTM strategy and operationsForecastingTerritory design and quota settingData analysis and modelingSalesforce & GTM toolingCommunication with senior leadership
Last updated Oct 8, 2026. Interested? Apply on the company site.
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