GTM Strategy & Operations Manager, EMEA

Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day. 

Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. Cresta’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu , founded and led Google's Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences.

Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta.

About the role

As Cresta's GTM Strategy & Operations Manager for EMEA, you will be the operational and analytical engine behind our fastest-growing region. You will partner directly with EMEA sales leadership to become a deep expert in the region's book of business: turning data into decisions, running the operating cadences that keep the business on plan, and removing the friction that slows the field down.

This is a high-ownership, hands-on role. You will move fluidly between strategy (where we play, how we cover the market, how we set targets) and execution (territory carves, forecast hygiene, CRM data integrity). You will be the trusted right hand to regional sales leaders and the connective tissue between EMEA and our central GTM Ops function.

Key responsibilities

Regional strategy and planning

Partner with EMEA sales and regional leaders to shape go-to-market strategy: country and region prioritization, sector focus, coverage models, and segment-specific plays grounded in each market's characteristics and maturity

Own territory design and book-of-business construction. Define, carve, and continuously rebalance territories to align coverage with growth goals and ensure equitable account distribution

Drive the region's annual and quarterly planning cycles across capacity, headcount, and target-setting

Operating cadence and forecasting

Run the rhythm of the business for EMEA: weekly forecast calls, pipeline reviews, and quarterly business reviews. You own the data, the narrative, and the recommendations that go to leadership

Own forecast accuracy and pipeline health end to end. Surface slippage and coverage gaps early, and keep the region audible-ready at any level from rep to executive

Analytics and insight

Analyze sales performance, productivity, and pipeline dynamics to develop proactive, data-driven insights and account-prioritization frameworks that improve seller efficiency

Set, track, and measure the goals and KPIs that inform critical business decisions, and translate complex analyses into clear, executive-ready recommendations

Operational execution

Act as a utility player who removes operational bottlenecks for the EMEA field and provides timezone coverage for time-sensitive issues

Execute critical processes diligently, including account transitions, CRM updates, and data management, with clear communication and a high bar on data integrity across systems

Partner with central RevOps to shape and roll out new processes, tools, and GTM infrastructure, and continuously improve regional planning for scalability, transparency, and rigor

Partnership and communication

Serve as a trusted advisor and force multiplier to EMEA sales leadership, balancing business needs with strong stakeholder empathy

Be recognized as a cross-functional subject-matter expert across Sales, Marketing, Finance, and Product, and communicate high-impact or sensitive changes such as territory moves clearly and …