New Relic - Senior Director, Go To Market Strategy and Operations - EMEA

Want to join a dynamic, rapidly growing SaaS company that’s disrupting a multi-billion dollar industry? That’s what we’re doing here at New Relic. We are the leading platform for digital intelligence, delivering out of this world experiences to our customers through our SaaS-delivered Digital Intelligence Platform. We flourish with providing products that help software developers, IT Operations, DevOps teams, and application owners drive better software application performance, customer experience, and business outcomes.

New Relic is looking for a talented strategy and operations leader to play a critical role leading a cross-functional operations team in support of New Relic's rapidly growing European, Middle East, and Africa (EMEA) business.  This leader will be capable of leading a growing and geographically distributed operations team across a variety of operational functions. The ability and desire to understand best practices for local implementation of globally defined standards with appropriate levels of localization is a critical success factor for this role.

This individual will serve as a trusted advisor and strategic business partner for EMEA sales, marketing, and services leadership while managing resources of various experience levels and maintaining alignment with the global business practices.  This role is critical to analyzing a variety of business trends and developing robust insights to drive enhanced productivity and predictable results.

This position offers a candidate with sales operations experience and a background in consulting / investment banking/finance/or corporate strategy experience an exciting and high-profile opportunity to influence the trajectory of a significant portion of New Relic’s business.

The right candidate will be highly analytical with the ability to synthesize data, design business processes, and make sound business recommendations to executives.   This person must be a collaborative problem-solver, who not only understands the numbers but also the broader business context around them. You will work with leaders across the company to lead and inspect EMEA lead-to opportunity / quote-to-cash business processes.

Some of your responsibilities will be as follows:

  • Develop a deep understanding of all aspects of the sales, marketing, and services businesses to identify areas for improvement in execution

  • Build strong relationships with go-to-market HQ functional owners to drive localized EMEA execution

  • Perform regular data analysis to monitor and drive increased productivity across the sales, marketing, and services organizations, and leverage this data to proactively identify areas for improvements

  • Interpret reports and dashboards to help go-to-market managers better understand performance patterns within the business

  • Assist in core operational tasks, including territory design, account assignments, deal strategy/pricing processes 

  • Project manage a limited number of regional projects/programs

  • Lead aspects of the annual fiscal year planning activities including headcount planning, sales territory design, and communication to teams

Oversee and lead activities including but not limited to:

  • Territory alignment and optimization

  • Pre and Post sales Roles & Responsibility alignment

  • Core reporting and metric management

  • Resource allocation and organizational design

  • Territory alignment and optimization

  • Alignment with Alliances and Channel program and operations teams

  • Manage and develop strategy and operational staff across various experience levels and functional areas

Work with senior stakeholders and cross-functional partners across the business to create insights, drive recommendations and lead execution and tracking of accountability metrics of priority operational and strategic initiatives, including, but not limited to:

  • Growth and engagement strategies for existing customers

  • Major process and systems improvement rollouts 

  • Major GTM or organizational changes / updates

  • Recruitment, hiring, and onboarding of new operational team members

Establish strong working relationships with US San Francisco based HQ leaders across operations, FP&A, sales, marketing, sales management, and systems team to achieve above objectives without management involvement


  • 10+ years of sales, services or marketing operations experience, or equivalent professional experience (i.e. consulting)

  • BA/BS in Business, Engineering, Computer Science or related field; or equivalent professional experience; MBA highly preferred 

  • Prior work experience in the tech, digital and/or analytics space

  • Global business experience required 

  • Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making

  • Strong project management skills and the ability to mobilize cross-functional teams towards a common goal

  • Experience leading a PMO or change management programs

  • Previous experience with SaaS sales, customer success or marketing organizations strongly preferred

  • Strong comfort level working in high-growth, performance focused environments.

  • Proven people management skills as this person will manage a growing team 

  • Previous experience with Salesforce strongly preferred

  • Experience using and developing reports, metrics and dashboards with, Tableau or other relevant sales metric tools and programs

  • Ability to collaborate with team members as well as contribute value individually

  • Exceptional written and verbal communication and presentation skills

Please note, this position is not eligible for visa sponsorship.
At New Relic, we hire people who are eager to contribute to our culture, and we empower them to do just that. We take pride in thinking beyond our day-to-day job descriptions and encourage you to actively seek out opportunities to create the type of work environment that you want to be a part of. What does this look like in action? You should be ready to be a “culture add” to New Relic and spend ~5% of your time finding meaningful ways to make this an even better place to work.

A little about us:

New Relic provides the real-time insights that software-driven businesses need to innovate faster. New Relic’s cloud platform makes every aspect of modern software and infrastructure observable, so companies can find and fix problems faster, build high-performing DevOps teams, and speed up transformation projects. Learn why more than 50% of the Fortune 100 trust New Relic at

New Relic is a San Francisco Best Places to Work award winner, an Oregon “Top Workplace” award winner, named a leader in the Gartner’s 2012, 2013, 2014, 2015 & 2016 “Magic Quadrant” for APM companies, a Top 100 OnDemand Company, Best of SaaS (THINKStrategies), Top 100 Coolest Cloud Computing (CRN); 10 Cloud Management Companies to Watch (NetworkWorld) – the list of accolades goes on. More important than all of that: we provide challenging work, opportunities to learn, high-quality teammates, a standard-setting product, and a company on the move.

New Relic is most decidedly an equal opportunity employer. We eagerly seek applicants of diverse background and hire without regard to race, color, gender identity, religion, national origin, ancestry, citizenship, individuals with disabilities, age, sexual orientation, protected veterans, or any other characteristic protected by law.  Note: Our stewardship of the data of thousands of customers’ means that a criminal background check is required to join New Relic.

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