Senior Lead - Sales Planning

At NAVEX, we’re transforming the world—making it safer, more ethical, and ensuring every voice is heard. That’s real impact Our high-performance culture is driven by our values [https://www.navex.com/en-us/company/careers/].  We move with speed, passion and purpose — as one team. We are bold in our ideas, accountable in our actions, and committed to doing the right things right.    NAVEX is the global leader in integrated risk and compliance management software and services. We help organisations protect their people, reputation, and bottom line through innovative solutions that drive ethical business practises and operational resilience.   You will lead NAVEX’s commercial strategy and revenue performance across EMEA, driving scalable growth in both existing and emerging markets. This senior leadership role is responsible for defining and executing the EMEA go-to-market strategy, leading and developing a high-performing regional sales organization, and building strong executive customer and partner relationships. You will play a critical role in shaping long-term business strategy, influencing cross-functional priorities, and delivering predictable, sustainable growth across the EMEA business.   You’ll thrive in this hybrid role surrounded by an engaged, collaborative team deeply committed to your success.  Join us and help shape what’s next!   What you’ll get:  * Meaningful Purpose. Your work helps organizations operate with integrity and protect their people—at a scale few companies can match. * High-Performance Environment. We move with urgency, set ambitious goals, and expect excellence. You’ll be trusted with real ownership and supported to do the best work of your career. * Candid, Supportive Culture. We communicate openly, challenge ideas—not people—and value teammates who embrace bold thinking and continuous improvement. * Growth That Matters. You can count on authentic feedback, strong accountability, and leaders invested in your success so you can achieve real growth. * Rewards for Results. We provide clear, competitive compensation designed to recognize measurable outcomes and real impact. What you’ll do: * Deliver and exceed annual EMEA bookings and revenue targets * Define and execute NAVEX’s EMEA go-to-market strategy to drive scalable, sustainable growth * Lead regional sales planning, forecasting, pipeline health, and performance management across the EMEA business * Build, develop, and inspire a high-performing, geographically distributed sales organization * Coach and develop sales leaders to strengthen execution, accountability, and talent succession * Sponsor and lead strategic enterprise opportunities and executive customer relationships * Drive expansion across existing and emerging markets, including new verticals and strategic growth initiatives * Develop long-term regional growth strategies, including partner and channel expansion opportunities * Collaborate closely with global leadership across Marketing, Product, Customer Success, Finance, and Revenue Operations to align regional priorities and accelerate growth * Serve as a key voice for the EMEA business, influencing corporate strategy and advocating for regional investment and innovation * Foster a culture of operational excellence, customer focus, collaboration, and high performance * Represent NAVEX externally with customers, partners, analysts, and at industry events across the region What you’ll bring: * 15+ years of enterprise software or SaaS sales experience, including significant leadership responsibility across EMEA * Proven success leading high-growth, commercial organizations and consistently delivering against ambitious revenue targets * Demonstrated ability to build, scale, and develop high-performing regional sales teams and leaders * Strong strategic and commercial acumen, with experience driving market expansion and long-term growth initiatives * Deep expertise in enterprise sales execution, forecasting, pipeline management, and operational rigor * Exceptional executive presence, communication, and stakeholder management skills * Experience influencing and collaborating across global organizations * Strong understanding of the EMEA market landscape, including partner ecosystems and enterprise customer dynamics * Passion for talent development, coaching, and building high-performance cultures aligned to NAVEX’s core values * Bachelor’s degree, MBA or equivalent advanced business education preferred Our side of the deal:  * We’ll be clear, we’ll move fast, and we’ll invest in your success. You deserve to be supported, challenged, and rewarded for the impact you make—and we commit to doing that every step of the way. * The starting pay for this role is 165,000+ GBP per annum with a target variable of 175,000 GBP. Target variable pay is based on individual achievement factors and is not guaranteed. Discover how you can grow, lead, and make an impact by visiting our career page to learn more. NAVEX is an equal opportunity employer committed to including individuals of all backgrounds, including those with disabilities and veteran status.

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Director of Public Sector Sales Operations to join our team. This opportunity is a Remote or Hybrid role, reporting to the SVP of GTM Operations in the WW GTM Operations department. As a Senior Director of Business Operations (Public Sector), you will serve as a high-level executive who bridges the gap between sales strategy, government procurement, compliance, and operational execution. In this role, you will optimize revenue, streamline complex public-sector proposal processes, and scale go-to-market teams. What you’ll do (Role Expectations) * Strategic Sales Planning & Operations: Direct long-term operational strategies, resource allocation, territory design, and quota assignments to align with government procurement cycles and business goals * Performance Metrics & Pipeline Management: Lead the sales operating cadence by driving pipeline reviews, managing forecasting, and delivering actionable KPIs to identify gaps and improve conversion rates * Public Sector Compliance & Risk Mitigation: Ensure all operational activities strictly adhere to government regulations (including FAR and cybersecurity mandates) while spearheading audit readiness to minimize risk * Contract Lifecycle & Delivery Excellence: Oversee end-to-end contract management to guarantee SLA fulfillment, scale operations for new business wins, and drive quality assurance to optimize client retention * Team Leadership & Cross-Functional Alignment: Mentor a high-performing operations team and foster collaboration across product, engineering, legal, and finance to execute large-scale organizational initiatives Who You Are (Success Profile) * You thrive in ambiguity and remain comfortable building the path as you walk it, viewing a dynamic environment as the raw material needed to build something meaningful. * You operate with urgency and a relentless focus on execution, understanding that speed and quality are not mutually exclusive in a high-growth environment. * You are deeply data-driven, leveraging analytics to find the truth, measure what matters, and replace assumptions with evidence to guide informed choices. * You are resilient and adaptable, viewing change as an opportunity and maintaining your composure to guide teams through complex, high-pressure situations. * You lead with integrity by doing the right thing even when it is difficult, maintaining a high standard of accountability, and building trust through transparent action. What We’re Looking for (Minimum Qualifications) * Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving * Bachelor’s degree in business administration, computer science, cyber security, or a related field * 10+ years of progressive, operations management experience, with at least 5 years specifically leading public sector or government-facing operations * In-depth understanding of public sector procurement processes and compliance standards. Demonstrated understanding for cyber security services, including but not limited to AI tools * Proven operations experience supporting a public sector sales organization, managing and optimizing operational processes across cross-functional sales teams, with the ability to leverage knowledge of the USA Public Sector to extend operations and strategies to other countries around the world * Strong background in finance, process optimization (e.g., Lean/Six Sigma), risk mitigation, and cross-group communication What Will Make You Stand Out (Preferred Qualifications) * MBA * Software/SaaS industry experience #LI-EV1 #LI-Remote Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $232,000—$290,000 USD At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.