Operations Excellence Senior Director, Central Europe (ECAL)

The Operations Excellence Senior Director is a strategic leadership role responsible for driving operational excellence, business performance, and Sales enablement across Central Europe. Acting as a trusted advisor to senior leaders, this individual will translate business strategy into operational execution while leading transformation initiatives that support growth, scalability and future AI adoption. Can be based in either Munich or Stuttgart.

The role leads four key areas:

• Business Planning
• Sales Operations & Sales Excellence
• Deal Value Engineering (Deal Desk)

• Sales Transaction Support
  
  

  This is a highly visible leadership position requiring strong commercial acumen, operational expertise, and the ability to influence and challenge stakeholders across an international organisation.

 

Key Responsibilities
Operational Leadership

• Lead the Central Europe Operations Excellence function and align local execution with business strategy.
• Drive continuous improvement, operational governance, and performance management.
• Partner with executive leadership to improve efficiency, scalability and business outcomes.
• Drive automation, process optimisation, and future AI adoption.

Business Planning

• Translate Strategy and growth targets into Sales & Operational Plans
• Oversee planning of local Sales Initiatives and Go-To-Market tactics

Sales Operations & Excellence

• Oversee annual planning, segmentation, territory planning, quota management, sales compensation
• Partner with sales leaders to improve Sales Forecasting accuracy, Pipeline Hygiene, Pipeline Health and sales execution.
• Provide data-driven insights based on global and local reporting 
• Lead the local rhythm of the business and review cadence

Deal Value Engineering

• Support complex commercial opportunities through effective deal structuring and governance.
• Partner with Sales, Finance, Legal, and Commercial teams to maximise value and profitability.

Sales Transaction Support

• Oversee operational support across the quote-to-cash lifecycle and improve closing efficiencies
• Ensure successful month and quarter close according to Forecast

Experience & Qualifications Essential

• Significant leadership experience in Revenue Operations, Sales Operations, Sales Excellence or Operational Excellence 
• SaaS, Cloud, Software, or Information Technology industry experience.
• Knowledge of software licensing and subscription business models.
• Expertise in Sales Forecasting, pipeline management, territory planning, quota setting and sales compensation.
• Proven ability to influence senior stakeholders and drive organisational change.
• Experience operating within complex international and matrix environments.

Preferred

• Experience in Commercial Operations, Deal Desk or Bid Management.
• Experience implementing CRM, automation, analytics, or AI-enabled solutions.

Leadership Competencies

• Strategic and commercial business mindset
• Executive influence and stakeholder management
• Operational excellence and continuous improvement
• Coaching and change leadership
• Data-driven decision making
• Cross-functional collaboration
• Leading teams in hybrid setup (onsite & remote)
• Growth mindset and innovation focus

Success Measures Success will be measured through:

• Sustainable growth and scalability across the Eurocentral organisation
• Improved sales productivity and forecasting accuracy
• Stronger pipeline discipline and operational performance
• Delivery of automation and process improvement initiatives
• Strong partnerships with business and sales leaders

This role offers a unique opportunity to shape and transform Operational Excellence across our Eurocentral region while enabling long-term business growth and performance.