GTM Strategy and Sales Operations Specialist

GTM Strategy and Sales Operations Specialist at Nebius

Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 800 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

We are looking for a GTM Strategy and Sales Operations Specialist to join our GTM Strategy & Operations team with a focus on supporting regional Sales leaders across planning, forecasting, and pipeline governance. You will act as a strategic business partner to Sales leadership and support the execution of our EMEA go-to-market strategy through data-driven insights, process optimization, and operational excellence.

This role will own key processes related to quarterly planning cycles, territory alignment, forecast accuracy, pipeline health, and CRM governance. You will ensure operational consistency across the region and provide visibility into performance metrics that drive revenue outcomes. We are looking for a proactive and detail-oriented professional who combines strong analytical skills with structured thinking and execution rigor. The ideal candidate is comfortable working with large datasets, building dashboards, improving sales processes, and collaborating cross-functionally with Finance, Marketing, and GTM stakeholders.

You thrive in a fast-paced, high-growth environment, can manage multiple priorities simultaneously, and communicate effectively with stakeholders at different levels of the organization. You’re welcome to work remotely from the EMEA region.

Your Responsibilities Will Include:

• Support EMEA Sales leadership in weekly forecast reviews and pipeline inspections
• Maintain and improve forecast tracking models and reporting structures
• Build and maintain dashboards in CRM / BI tools to monitor bookings, pipeline generation, conversion rates, and attainment
• Ensure CRM data hygiene and enforce standardized pipeline management practices
• Support territory alignment updates and account ownership changes
• Assist in quarterly planning cycles (target tracking, headcount tracking, performance visibility)
• Partner with Finance on revenue visibility and reporting alignment
• Monitor lead routing logic and GTM workflows across HubSpot and Salesforce
• Identify process gaps and propose operational improvements
• Support documentation of GTM processes and internal playbooks
• Assist with system enhancements and new tool rollouts
• Provide ad-hoc analysis to support business decisions

We Expect You to Have:

• 3+ years of experience in Sales Operations, Revenue Operations, Business Operations, Consulting, or a similar analytical function (preferably in SaaS or technology)
• Strong hands-on experience with CRM systems (Salesforce and/or HubSpot)
• Experience working with forecasting processes and pipeline reporting
• Proficiency in Excel/Google Sheets and SQL; experience working with large datasets
• Strong attention to detail and ability to manage multiple priorities
• Clear communication skills and ability to collaborate cross-functionally
• Comfortable working in a fast-paced, scaling environment

What We Offer:

• Competitive salary and comprehensive benefits package.
• Opportunities for professional growth within Nebius.
• Flexible working arrangements.
• A dynamic and collaborative work environment that values initiative and innovation.

We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!

Key skills/competency

• Sales Operations
• GTM Strategy
• CRM Management
• Data Analysis
• Financial Forecasting
• Pipeline Governance
• Salesforce
• HubSpot
• Excel/SQL
• Process Improvement