Strategy and Operations Manager, GTM - EMEA

Category-defining tech. Career-defining work.

The next era of software won't operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past. Cockroach Labs exists to build what comes next - before the world requires it.

We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we're helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale.

This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real.

The Role

GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As a Strategy & Ops Manager on this team, you'll work at the intersection of data, AI, and GTM execution -- building the analytical frameworks, agentic workflows, and operational programs that reshape how we create pipeline, accelerate deals, forecast revenue, and expand customer relationships.

This role requires real technical fluency. You'll query databases, build financial models, design AI-powered workflows, and measure their impact, all in service of transforming how our revenue organization operates. If you thrive in ambiguity, move faster than the organization expects, and believe the best strategy is one that actually gets deployed, this role was built for you.

To be eligible for this role, you must be based in London and will be expected to go into our office on Mondays, Tuesdays and Thursdays.

What You'll Do

• AI Workflow Design and Execution: Design, deploy, and iterate on agentic workflows across the revenue org -- account prioritization agents, outreach personalization, pipeline intelligence, customer health scoring. Measure real performance outcomes and use that data to improve.
• GTM Analytics and Insights: Query databases, analyze go-to-market performance data, and surface insights that inform how leadership allocates resources, sets targets, and structures the revenue org. Translate complexity into clear, actionable recommendations.
• Financial Modeling and Business Cases : Build the financial models that translate AI initiatives and GTM programs into measurable revenue impact including pipeline coverage, conversion rates, rep productivity, deal velocity. Make the numbers tell the story.
• Territory and Capacity Planning: Own analyses that support territory design, capacity planning, and coverage model decisions using data-driven frameworks. Help ensure the sales org is structured to hit its targets.
• Cross-Functional Program Execution: Drive programs end-to-end by diagnosing operational bottlenecks, designing solutions, coordinating across stakeholders, and making sure adoption sticks.
• Strategic Partnership: Operate as a thought partner to senior leaders across Sales, Marketing, and Customer Success. Earn influence through analytical rigor, speed of execution, and a willingness to say what the data actually shows.

What We're Looking For

• 2-3 years of experience at a top-tier investment bank, management consulting firm, or high-growth technology company in a strategy, operations, or analytical role
• Exceptional analytical and financial modeling skills -- you can build complex models, dissect data, and translate complexity into clear recommendations
• Fluency with AI tools: you use LLMs daily as a thinking partner, have experimented with prompt engineering, and are genuinely excited to push the boundaries of what AI can do in a business context
• Relentless bias toward action. You don't wait for perfect information; you synthesize what's available, make a call, and iterate
• Strong written and verbal communication skills; comfortable presenting findings and owning outcomes with senior stakeholders
• High agency and ownership mentality. You treat every project as if the outcome depends on you, because on this team, it does
• The discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output.
• Strong judgment applied to validating, refining, or discarding AI-generated output.
• An authorship standard - you direct, review, and take full accountability for everything you produce.
• Bachelor's degree required; STEM or quantitative field preferred

Bonus Points

• Experience with SQL or other querying languages
• Hands-on experience building or deploying AI workflows, agents, or automations in a business context
• Familiarity with GTM tools like Salesforce, Gong, Outreach, or similar
• Genuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it

What to Expect

The learning curve here is steep, the pace is real, and the impact is immediate. He

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