Revenue Strategy and Operations , ANZ

About the role

As the Revenue Strategy & Operations partner for Australia and New Zealand, one of our most established markets in Asia-Pacific, you'll work with our ANZ sales leadership to plan and run the business, from the market's largest enterprises and government agencies to its fastest-growing technology companies.

You will be the trusted advisor to our sales leaders on how the business is planned and run: where we invest, how we cover the market, and how we read performance in a consumption business, while building the operational foundations to scale. Much of the work you will do yourself, hands-on.

This role suits a structured thinker who is comfortable with ambiguity: you will often start from an open question, turn it into a clear recommendation, and get leaders who don't report to you aligned behind it.

You'll work closely with Strategy & Operations peers in Singapore, Japan, Korea and India, with global Revenue Operations and Finance, and you'll use Claude every day to do the work of a much larger team.

This is a senior individual contributor role. You'll report to the head of Revenue Strategy & Operations for Asia-Pacific, who is also based in Sydney, work day to day alongside our sales leaders and team, and spend regular time with customers and colleagues across Australia and New Zealand.

Responsibilities

Go-to-Market Strategy

• Lead annual and quarterly go-to-market planning for Australia and New Zealand with sales leadership and Finance: set targets, territories and sales capacity, and own the trade-offs behind them.

• Set how we segment the market and design territories across enterprise, public sector, digital natives and startups, and keep books balanced as the team grows.

• Align leadership on coverage and investment (which industries and accounts get named sellers, what we cover through partners and self-serve), and revisit the call as the business grows.

• Shape how we go to market with cloud marketplaces, systems integrators and resellers (co-selling, partner pipeline and joint planning), alongside our partnerships team.

• Give sales leadership an independent read of the business (consumption, pipeline and performance by segment), with the risks, the opportunities and a recommended course of action, early enough to act on.

Rhythm of the Business & Regional Leadership

• Own the operating rhythm for Australia and New Zealand (weekly forecast and pipeline reviews, monthly and quarterly business reviews), and make it the place where decisions get made, not where reports get read.

• Represent the market with Revenue Operations, Sales Enablement, Finance, Marketing and Partnerships; keep its plans aligned with Asia-Pacific and the company, and bring back what works elsewhere.

• Advise ANZ and Asia-Pacific leadership through planning sessions, performance reviews and leadership updates. Own the narrative, not just the numbers.

• Influence without authority: bring structure to ambiguous problems, build the case, and drive decisions across teams you don't manage.

Operations & Global Programs

• Own the market's commercial governance (account and territory decisions, rules of engagement, planning inputs, data standards), working through our global Revenue Operations team, who own the CRM and sales systems.

• Land global programs, processes and tools in Australia and New Zealand, and be the market's voice back to headquarters when something needs to change.

• Keep the commercial engine running smoothly across the long, multi-stakeholder sales cycles typical of enterprise and government buyers.

You may be a good fit if you have

Required qualifications

• 8-12 years of experience in B2B SaaS, cloud or enterprise software, including several years leading sales strategy, revenue operations or commercial go-to-market work as the advisor to a sales leader, ideally in Australia or New Zealand

• Structured thinking: a track record of taking ambiguous, open-ended problems and turning them into options, a recommendation and a decision

• Analytical depth: you can get from raw data to a recommendation yourself, and you know which three numbers a leader needs to see

• You have owned annual planning, territory design, quota setting and business reviews for enterprise sales teams

• Hands-on with Salesforce and data (reports, dashboards and your own analysis); you use the systems yourself rather than administer them

• Presence and judgement with senior sales leadership and C-level stakeholders, including the confidence to give an unwelcome recommendation, and a record of getting decisions made across teams you don't manage

• Comfortable operating in ambiguity and at pace; you can build the process while running it

• A record of advising regional leadership on go-to-market strategy and getting the organization behind it

• Based in Sydney

Strong candidates may also have

• Experience in a consumption or usage-priced business (cloud infrastructure, data or AI platforms): planning and forecasting on usage, not bookings alone

• Management consulting experience (strategy or operations work), ideally combined with time in an operating role

• A track record of scaling sales organizations through 3x+ growth periods in B2B software

• Go-to-market experience with the Australian public sector (federal and state), or with partners and cloud marketplaces in Australia and New Zealand

• Experience in Chief of Staff or Business Operations roles supporting regional leadership

• You already use AI tools hands-on in your own work