Revenue Strategy & Operations Lead

About the role

As a founding member of our Australia Revenue Strategy & Operations team, you'll be instrumental in driving revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies. You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale — and contributing to the broader APJ regional strategy.

You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region.

Responsibilities:

Go-to-Market Strategy:

•  Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting.
•  Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio.
•  Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities — both within ANZ and in coordination with adjacent APJ markets.
•  Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
•  Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights, and benchmark against other APJ markets where useful.

Cross-Functional & Regional Leadership:

•  Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
•  Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region.
•  Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership.
•  Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives.

Operations & Infrastructure:

•  Execute critical processes including strategic account transitions, CRM configurations, and market data management.
•  Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
•  Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

You may be a good fit if you have:

•  15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
•  Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN)
•  Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
•  Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
•  Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
•  Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
•  Experience advising or partnering with regional leadership on GTM strategy
•  Based in Australia with working profici