Your day at NTT DATA
The Head of Revenue Operations & Growth, Europe, will be responsible for establishing and leading a best-in-class Sales Operations function that enables predictable, profitable, and scalable growth across the European business.
The role will provide the governance, planning discipline, business insights, and execution rigor required to improve pipeline quality, forecasting accuracy, sales productivity, and overall business performance. Working closely with Sales, Finance, TS Operations, Practices and Country leadership teams, the Leader will act as a strategic business partner, translating data into actionable insights and ensuring alignment between growth ambitions and operational execution.
As a strategic member of the European Growth Leadership Team, the role contributes to business strategy, investment decisions, and growth execution across the region.
The role is accountable for enabling the Europe Growth Agenda through governance, performance management, business insights, and commercial execution, ensuring strategic priorities are translated into measurable business outcomes.
The role will serve as the central point of orchestration for business performance management across Europe, driving transparency, accountability, and execution excellence across all growth motions.
The role will also be accountable for creating a highly effective operating model between the European Sales Operations function and the country Sales Operations teams, enabling consistency of process, reporting, governance, and execution across the region. Over time, this function will help drive a more integrated ITS/TS operating model as the organization continues to mature.
Key Responsibilities
Sales Governance & Business Predictability
- Establish and oversee a robust sales operating cadence across Europe.
- Establish and govern a standardized pipeline management framework across Europe, including stage definitions, qualification criteria, inspection processes, and performance benchmarks.
- Drive pipeline management excellence, ensuring healthy pipeline coverage, quality, and progression.
- Improve forecast accuracy and business predictability through disciplined reporting, governance, and performance reviews.
- Lead monthly and quarterly business reviews, providing visibility into opportunities, risks, and growth trends.
Growth Acceleration & Strategic Deal Governance
- Partner with Growth, Industry, Alliances, and Country leaders to remove execution barriers and accelerate deal progression.
- Provide governance and executive oversight for strategic, transformational, and must-win opportunities across Europe. Ensure deal reviews are conducted consistently and that resources are aligned to maximize win rates.
- Monitor sales performance against strategic growth priorities and recommend corrective actions where required.
Performance Management & Operational Excellence
- Own, develop and implement the European business performance management framework, including pipeline, bookings, revenue, profitability, scorecards and productivity metrics across the sales organization.
- Own the definition and governance of sales performance KPIs across Europe, ensuring consistency of measurement and accountability.
- Identify performance gaps and drive actions to improve productivity and execution.
- Standardize sales processes, methodologies, and operational best practices across Europe.
- Promote a culture of accountability, continuous improvement, and operational discipline.
Data-Driven Insights & Decision Support
- Deliver actionable business insights that support leadership decision-making.
- Leverage data assets, analytics capabilities, and partnerships with Finance and reporting teams to provide a comprehensive view of business performance.
- Develop executive dashboards and reporting that enable proactive management of business outcomes.
- Partner with Growth leadership to establish visibility and governance of strategic AI and transformation opportunities across Europe.
- Leverage advanced analytics, AI-driven insights, and predictive models to identify growth opportunities, business risks, whitespace opportunities, and market trends.
Sales Planning & Resource Optimization
- Partner with Finance and Growth leadership on annual operating plans, revenue targets, productivity assumptions, and investment prioritization.
- Lead annual and quarterly sales planning processes across Europe.
- Support territory planning, coverage models, quota allocation, and resource deployment strategies.
- Drive the governance of Account Plans across Europe, ensuring strategic account growth priorities, executive alignment, and revenue and profitability outcomes.
- Ensure investment decisions are aligned to growth objectives and business priorities.
- Optimize sales capacity and productivity through data-driven workforce planning and resource allocation.
Sales Incentive Governance & Execution
- Lead the European sales incentive strategy, ensuring alignment with global compensation frameworks and European growth priorities.
- Design, govern, and continuously optimize incentive programs that drive profitable growth, strategic deals, AI and transformation opportunities, account expansion, and desired sales behaviours.
- Partner with Global Sales Operations, HR, Finance, Growth leadership, and country teams to ensure consistency, transparency, and successful deployment across all markets, including quota governance, performance measurement, compensation processes, and compliance.
- Monitor incentive effectiveness and provide actionable insights and recommendations to improve productivity, win rates, and business outcomes.
Cross-Functional Leadership & Alignment
- Act as the primary operational partner to European Growth leadership while coordinating execution across Sales, Finance, TS Operations, Country Operations, Industry, Alliances, and Marketing functions.
- Ensure alignment between commercial strategy, operational execution, and financial objectives.
- Drive consistency in business processes and reporting standards across all European markets.
- Facilitate effective collaboration and decision-making across regional and country leadership teams.
Sales Operations Operating Model Leadership
- Build, develop, and lead a high-performing European Sales Operations organization, establishing the function as a strategic enabler of growth and business performance.
- Establish a strong governance framework connecting regional and country Sales Operations teams.
- Define clear roles, responsibilities, and accountability across the operating model.
- Drive continuous evolution of the function toward a more integrated ITS and TS operating model.
Experience & Qualifications
- Significant leadership experience in Sales Operations, Commercial Operations, Revenue Operations, Business Planning, or a related function within a complex, multinational organization.
- Proven track record of improving forecast accuracy, sales productivity, and operational effectiveness at scale.
- Strong understanding of enterprise sales environments and large, complex deal cycles.
- Experience leading cross-functional transformation initiatives and operating model improvements.
- Deep analytical capability with the ability to convert data into strategic insights and executive recommendations.
- Experience working closely with senior executives and influencing business decisions.
- Strong financial and commercial acumen.
- Experience leading geographically distributed teams across multiple countries.
- Experience supporting executive business reviews, Senior Leadership discussions, and regional performance governance.
- Demonstrated experience implementing CRM, analytics, forecasting, and sales productivity platforms.
- Strong understanding of quota management, territory alignment, incentive economics, performance measurement, and sales compensation governance.
- Understanding of AI-enabled sales processes and modern revenue operations practices.
- Experience leading leaders within a matrixed multinational environment.
Key Competencies
- Strategic Thinking
- Commercial Acumen
- Data-Driven Decision Making
- Business Performance Management
- Executive Presence and Influencing Skills
- Executive Communication and Storytelling
- Operational Excellence
- Change Leadership
- Stakeholder Management
- Collaboration and Team Leadership
- Problem Solving and Continuous Improvement
- Results Orientation
Success Measures
- Improved pipeline coverage, quality, and progression across all European markets.
- Reduced forecast variance and increased predictability of quarterly business performance.
- Improved AI-qualified pipeline creation and progression aligned to European growth priorities.
- Improved win-ratio, increased conversion rates on strategic and must-win opportunities.
- Consistent sales performance management across Europe.
- Establish and maintain a high-performing sales incentive framework aligned to European and global growth priorities, driving measurable improvements in win rates, bookings attainment, strategic deal acceleration, seller productivity, profitable growth, and overall business performance.
- Improved sales productivity and revenue per seller.
- Enhanced business visibility through high-quality reporting and insights.
- Effective resource deployment and sales planning outcomes.
- Strong regional governance and alignment between European and country Sales Operations teams.
- Measurable contribution to profitable and sustainable revenue growth across Europe, evidenced higher-margin revenue mix, enabling higher GP in delivery.
- Reduction in cost of Delivery by nearshoring/offshoring
- Successful implementation of a consistent European Sales Operations operating model.
