GTM Strategy & Operations - EMEA Lead at Zip

London, England, United Kingdom

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, ProcurementIndustries

Requirements

5+ years of experience in sales strategy, revenue operations, consulting, investing, or a similar high-performance environment. Experience in B2B SaaS with international exposure is a plus
Strong analytical and modeling skills. Fluent in Excel/Sheets and can write SQL (or are willing to learn)
Deep understanding of GTM motions, SaaS business models, funnel metrics, and productivity levers
Skilled in Salesforce and other GTM systems (Outreach, Clari, Gong, etc.)
Excellent written and verbal communication. Can structure thinking clearly, write concise memos, and present

Responsibilities

Run the business for EMEA: Lead day-to-day GTM operations and long-term strategy for the region, including coverage, territories, quotas, comp, and pipeline performance. Own the operating model and make real-time decisions that impact growth
Be the COO to EMEA Sales: Act as the go-to partner for EMEA sales leadership and execs, solving complex problems, framing key decisions, or driving operational execution of priority initiatives
Drive GTM cadence and accountability: Run the operating rhythm, owning pipeline reviews, forecast calls, QBRs, and leadership syncs. Push velocity, track outcomes, and ensure every meeting drives impact
Build from scratch: Develop scalable GTM processes, analytics, and systems for EMEA, including reporting infrastructure, headcount modeling, and data enrichment
Lead cross-functional execution: Work across Sales, Marketing, CS, Product, and Finance to drive strategic initiatives forward, bringing a GTM perspective to company-wide efforts and ensuring alignment across teams
Represent EMEA GTM Ops globally: Serve as the regional voice in global ops discussions, surfacing insights, local nuances, and process improvements back to HQ
Deliver insights through data: Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and uncover insights that improve GTM execution and drive growth

Skills

Key technologies and capabilities for this role

GTM StrategyOperationsRevenue OperationsSales OperationsStrategic PlanningCross-functional CollaborationAnalytics

Questions & Answers

Common questions about this position

Is this role remote or hybrid, and what's the office requirement?

This is a hybrid role requiring work from the London office at least 3 days per week.

What is the salary or compensation for this position?

This information is not specified in the job description.

What key skills or experiences are required for this role?

The role requires strong operational skills, experience running GTM operations and strategy, ability to thrive in autonomy, and expertise in areas like coverage, territories, quotas, pipeline performance, and cross-functional execution.

What is the company culture like at Zip?

Zip has a world-class team from companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google, with a focus on autonomy, building from scratch, cutting-edge technology, global expansion, and driving value for customers.

What makes a strong candidate for this GTM Strategy & Operations role?

Strong candidates are operators who thrive in autonomy, can build GTM processes from scratch, act as a strategic partner to sales leadership, and drive cross-functional execution across Sales, Marketing, CS, Product, and Finance.

Zip

Provides buy now, pay later services

About Zip

Zip Co offers buy now, pay later (BNPL) services that allow consumers to make purchases and pay for them over time without interest. Its main products, Zip Pay and Zip Money, cater to different spending needs, with Zip Pay for everyday purchases and Zip Money for larger expenses. The service works by enabling users to shop at partnered retailers and manage their payments through a clear and transparent system, where they can see how much they owe and when payments are due. Unlike many competitors, Zip focuses on providing flexible payment options and a straightforward fee structure, generating revenue through merchant fees, late fees, and interest on select products. The company's goal is to simplify the purchasing process for consumers while expanding its market presence across various countries.

Sydney, AustraliaHeadquarters

2013Year Founded

$972.7KTotal Funding

IPOCompany Stage

Fintech, Consumer GoodsIndustries

1,001-5,000Employees

Benefits

Parental leave - Enjoy up to 20 weeks paid leave and return part-time on a full-time salary for 3 months!

Bonus scheme - We give you skin in the game through our various share incentive programs.

Family support - We support our ZipFam on their life journey through people policies and programs.

Volunteer leave - Use your paid volunteer leave to Zip it forward and create change in your community.

Reward & recognition - We love celebrating your wins and giving you the freedom to choose how you're rewarded.

Career growth - You'll be given clear progression pathways and transparent coaching so you can truly flourish.

Risks

Increased competition from tech giants like Apple could threaten Zip's market share.

Regulatory changes in Australia may impact Zip's profitability and operations.

Reliance on partners like Stripe ties Zip's success to their platform stability.

Differentiation

Zip offers interest-free BNPL services, enhancing consumer financial flexibility.

The company operates in diverse markets, including Australia, the US, and the UK.

Zip's partnerships with retailers improve shopping experiences and financial management for consumers.

Upsides

Zip's potential partnership with Apple could significantly boost its US market presence.

Integration with Stripe allows easy BNPL access for US merchants, expanding Zip's reach.

The rise of in-store BNPL usage in the US shows growing consumer adoption.

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