monday.com
GTM Revenue Operations Lead
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monday.com
monday.com is the AI work platform powering the most ambitious teams. 250,000+ customers across departments use us to bring people, workflows, and AI agents together on one flexible platform where AI doesn't just assist, it executes. We move fast, build things that matter, and foster an ownership-driven culture where you're empowered to shape how organisations work and outpace their competition.
We're looking for a GTM RevOps Lead to drive long-term GTM strategy and cross-regional initiatives across EMEA. This role reports to the EMEA Revenue Operations Director and operates as the RevOps strategic function's primary representative in the EMEA GM's leadership orbit.
You'll work closely with the EMEA GM, RVPs, and cross-functional partners (Finance, HR, Partner, Product) to shape our 1-3 year go-to-market plan - covering coverage model design, segment strategy, capacity planning, and the execution of high-priority strategic initiatives. You'll hold a formal contributor seat in EMEA GM-level forums (QBRs, strategy sessions, planning cycles), acting as the RevOps voice in those conversations and translating what you hear into rigorous workstreams back in the function.
Unlike the sub-regional BPs, this role operates at EMEA level: connecting the dots across geos, owning cross-cutting workstreams, and bringing structure and analytical rigour to the decisions that shape the region. You're the person who makes sure the GM's strategic agenda and the RevOps function's priorities are always in sync - without being pulled into operating rhythm ownership or CoS-type responsibilities.
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Responsibilities
- Drive EMEA GTM strategy across all sub-regions and segments: segmentation, territory design, coverage model, capacity, and investment priorities.
- Partner with the EMEA GM and RVPs to define and maintain a 1 year regional growth roadmap with clear milestones and measurable outcomes.
- Evaluate and build the business case for new routes to market - direct, partner, PLG, hybrid - including execution plans and success metrics.
- Own cross-EMEA strategic initiatives from intake through to measurement.
- Build and maintain long-range revenue and capacity models; run scenario planning to inform investment decisions across segments, motions, and sub-regions.
- Identify structural gaps and opportunities (segment mix, deal size, win rates, coverage, partner co-sell attribution) and convert them into prioritised, resourced initiatives.
- Drive insight on multi-product GTM penetration and AI adoption across the region; surface market-level trends and translate them into actionable recommendations.
- Support EMEA RevOps operating cadence outputs - SOUs, QBR narratives, monthly leadership forums - with structured analysis and exec-ready content.
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Requirements
- 6-8+ years in Revenue Operations, GTM Strategy, BizOps, Management Consulting, or Finance - B2B SaaS required, EMEA scope strongly preferred.
- Comfortable operating in senior leadership forums and influencing without authority - including at GM and RVP level.
- Direct experience working with senior sales leadership on GTM strategy, planning cycles, and coverage model design.
- Proven track record leading cross-functional strategic initiatives: new GTM motions, org design, segmentation changes, or partner model evolution.
- Strong command of SaaS revenue metrics and pipeline analytics; comfortable building models and working in SFDC and BI tools.
- Able to operate across multiple markets, currencies, and GTM maturity levels simultaneously.
- Structured communicator: translates complex, ambiguous problems into clear recommendations and exec-ready outputs.
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