Head of GTM Operations, Americas

Location: Americas (Remote) – ideally east coast. 

The Head of GTM Operations, Americas is the operational backbone of the Mendix & RapidMiner Specialized Sales organization in the Americas. You work in lockstep with the AMS Zone Sales Leader to drive scalability and predictability across the revenue engine — with a sharp focus on sales productivity, pipeline generation, and customer retention.

This is a matrix role that demands both strategic clarity and operational precision. You will need to be equally comfortable presenting a zone P&L narrative to senior Siemens leadership and rolling up your sleeves to resolve a data quality issue in Salesforce. You manage two direct reports and report to the VP of Global GTM Operations.

Zone Strategy & Sales Partnership

• Serve as the strategic operations partner to the AMS Zone Sales Leader, translating global and zone-level goals into concrete, executable operational plans.
• Co-own the AMS Management Operating Rhythm (MOR): weekly pipeline reviews, opportunity scrubs, Sales Manager syncs, and forecast calls.
• Review, analyse, and improve current sales processes and procedures — proactively identifying friction points that slow pipeline velocity or distort reporting.

Forecasting & Revenue Performance

• Lead the AMS forecasting process end-to-end. Own the weekly forecast call with the AMS Zone Sales Leader and Sales Managers, ensuring accuracy, timeliness, and alignment with the global Siemens Software rhythm.
• Maintain rolling forecast visibility that enables the Zone Sales Leader to call the number with confidence.
• Own and drive performance on the key SaaS metrics for the zone: ARR, GRR, NRR, ACV Bookings, and OPEX.

Finance Partnership & Zone P&L

• Partner with GTM Finance to ensure zone performance is fully aligned with financial targets, contributing to a complete and accurate Zone P&L.
• Translate pipeline data and attainment metrics into P&L-relevant narratives for senior leadership and corporate performance reviews.
• Support the Zone Sales Leader in making commercial decisions grounded in P&L impact.

Tooling, Data Quality & Process Excellence

• Ensure Salesforce data quality, opportunity management standards, and quoting accuracy across the AMS sales team.
• Identify and resolve operational friction points — process gaps, tooling issues, or data inconsistencies — that slow pipeline velocity or distort reporting.
• Partner with the Global GTM Ops team to implement tooling and process improvements in the AMS zone, serving as the local implementation lead for global initiatives.

Stakeholder Management & Cross-functional Alignment

• Serve as the AMS GTM Ops point of contact for GSCS Zone Ops, Finance, Growth/Marketing, and Global GTM Ops.
• Ensure AMS-specific insights and operational learnings flow into global conversations; translate global directives into effective local implementation.
• Navigate the Siemens Software matrix organisation with confidence, balancing global compliance with zone-level agility.

Team Leadership

• Lead, develop, and mentor two direct reports within the AMS GTM Ops team.
• Foster a high-performance, data-driven team culture with clear ownership and a bias toward action.

Required

• 6–12 years of progressive experience in Revenue Operations, Sales Operations, or GTM Operations within a SaaS or enterprise software environment.
• Minimum 3 years in a regional or zone-level operations role with Americas scope (North America at minimum).
• Proven track record owning forecasting cadences and pipeline reporting for a substantial revenue organization ($50M+ ARR or equivalent).
• Demonstrated experience bridging Sales and Finance — translating pipeline data and attainment into P&L-relevant narratives for senior leadership.
• Strong command of Salesforce (SFDC) for opportunity management, pipeline reporting, and data hygiene at scale.
• Proficiency with enterprise forecasting tools (e.g. Clari or equivalent) and strong Excel/Google Sheets skills for financial modelling and scenario analysis.
• Track record of managing or mentoring at least one direct report in an operations context.
• Exceptional stakeholder management skills in matrixed, multi-geography organizations.
• Fluent in English with outstanding written and verbal communication skills.

Nice to Have

• Experience with CPQ or configure-price-quote tooling in a SaaS sales context.
• Familiarity with Specialized Sales motions (Mid-Market, SMB, product-led growth or free-trial funnels).
• Exposure to ARR, NRR, and GRR metric frameworks in a land-and-expand commercial model.
• Experience operating within a large enterprise or corporate parent structure (e.g. a publicly listed company or conglomerate).
• Background in low-code, platform, or developer tooling markets.
• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA is a plus.