Director, Sales Operations - EMEA and APJ

<div class="content-intro"><p>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. <br><br>Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. <br><br>Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.</p></div><p><strong>This role, in a nutshell:</strong></p> <p>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.</p> <p><strong>What you'll do:</strong></p> <ul> <li>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</li> <li>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</li> <li>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 the GVP, the RVP, and their leaders make calls quickly and confidently</li> <li>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</li> <li>Own annual and in-year territory design across both regions — carve equitable, data-backed territories spanning UK&I, DACH, Nordics, France, Benelux, Southern Europe, the Middle East, ANZ, Japan, India, and ASEAN, accounting for language, entity, segment, and account-potential differences</li> <li>Run capacity and coverage modeling for EMEA and APAC: headcount plans, ramp assumptions, quota allocation, and productivity targets tied to the company financial plan — including how a maturing EMEA business and an earlier-stage APAC business warrant different assumptions</li> <li>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</li> <li>Deliver the operating reporting rhythm for both regions: weekly performance, monthly business reviews, QBRs, and EMEA and APAC inputs to Board materials — surfacing the trends that materially affect the growth trajectory</li> <li>Own pipeline health and funnel analytics end-to-end: conversion rates by stage, segment, region, and country; source and campaign contribution; win/loss patterns; and the levers behind each</li> <li>Drive data integrity and hygien