Staff Revenue Operations Manager - EMEA

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. Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital. This role, in a nutshell: Our international business has moved past the proving stage. The teams, the sales motion and the early wins are in place across EMEA, but still very much being built out in META (Middle East and Africa) and APJ. The operational foundation now needs to scale with them. We are hiring a Senior Revenue Operations Manager to be the hands-on operator behind planning, forecasting, territory design, reporting and process quality for these regions. This is an individual contributor role with a broad remit. You will work directly with regional sales leadership, report into the Senior Director of Revenue Operations EMEA, and apply global standards and systems to the realities of selling across multiple countries, segments and time zones. You will also be the person who raises it when a global standard does not fit a region, with a proposal for what to do about it. What you will do Planning and territory design • Support annual and in-year territory design for EMEA, META and APJ, using account potential, segment, language, legal entity and market maturity to build territories that are equitable and defensible. • Support capacity and coverage modeling: headcount plans, ramp assumptions, quota allocation and productivity targets tied to the company financial plan. Set different assumptions for markets at different stages, such as an established EMEA business and an earlier-stage APJ business. • Support sales compensation execution with global Sales Operations and Finance, including plan rollout, quota letters and accurate, on-time attainment reporting. Forecasting and reporting • Support in running the forecast cadence for the regions you support: weekly pipeline inspection, forecast calls, roll-up accuracy and the written narrative for global sales and finance leadership. • Drive the operating reporting rhythm: weekly performance, monthly business reviews, QBRs and regional inputs to Board materials. • Own pipeline health and funnel analytics, including conversion by stage, segment, region and country, source and campaign contribution, and win/loss patterns. Identify what is driving each result and recommend what to change. Partnership with regional leadership • Act as the revenue operations partner to regional sales leaders and their teams, joining leadership meetings and QBRs with data and recommendations that support fast decisions. • Support leaders at different levels of business maturity and with different priorities, and give each the same standard of analysis and attention. • Serve as one of the EMEA, META and APJ voices within global Revenue Operations, and keep regional requirements visible in global planning. Systems, data and process • Maintain data integrity in Salesforce and the wider GTM stack, including account ownership, hierarchy, segmentation and the reporting fields that executive reporting depends on. • Work with global GTM Operations on system and process changes, making sure regional needs are represented without fragmenting the global architecture. • Maintain rules of engagement across regions, segments and teams, and resolve coverage and credit questions fairly and pr