Director, APJ Sales Operations

The Director of Sales Strategy and Operations for Asia Pacific and Japan at Tanium leads sales operations for the APJ business. Based in Singapore, you will be the business partner to the Japan and APAC sales leadership teams and a standing member of the APJ leadership operating cadence.

Responsibilities:

• Partner with Japan and APAC sales leadership, bringing data-backed recommendations to every conversation.
• Run the APJ operating cadence, including weekly forecast calls, pipeline reviews, monthly business reviews, and QBRs.
• Own the APJ forecast and pipeline process, improving forecast accuracy and flagging coverage gaps early.
• Lead account and territory planning, applying global segmentation and territory design to the region.
• Partner with Finance and sales operations on capacity, quota deployment, and the sales hiring plan.
• Act as the regional escalation point for deal support, working with Deal Desk, Finance, and Legal.
• Administer compensation exceptions and SPIFFs within global policy, and apply rules of engagement across direct and partner motions.
• Translate global priorities into an APJ plan and drive adoption of new initiatives, tools, and processes until embedded.
• Work across Marketing, Partners, Solutions Engineering, Customer Success, and Enablement to support APJ sales.
• Lead and develop the APJ sales operations team, building proactive, consultative business partners.

Requirements:

• 10+ years in sales operations, sales strategy, revenue operations, or GTM-focused management consulting, primarily in enterprise software.
• 5+ years of people leadership, ideally including team members in multiple countries.
• Direct experience supporting APJ sales organizations, including Japan, with a working understanding of partner and distributor-led routes to market and local contracting norms.
• Proven track record as a trusted business partner to VP-level sales leaders, with measurable results in forecast accuracy, pipeline health, or sales productivity, and the ability to turn complex analysis into clear recommendations for all levels.
• Hands-on fluency with Salesforce and forecasting platforms such as Clari/Gong, able to run a regional forecast directly in the system, plus advanced Excel and modeling skills to build analysis independently.
• Strong commercial and financial acumen across quota, compensation, deal structure, and discounting.
• Demonstrated change leadership: has landed new processes, tools, or programs across multiple countries and made them stick.
• Eligible to work in Singapore.

Preferred qualifications:

• Experience in cybersecurity or IT infrastructure software, partner, channel, and MSP operations, or deploying AI tooling that measurably improves sales productivity.