Vice President, Head of Sales Operations, CEMEA

Position Summary Visa is seeking a highly strategic, commercially-minded, and transformational leader to serve as Vice President, Head of Sales Operations, CEMEA. This role sits at the intersection of commercial strategy, operational excellence, sales transformation, data, technology, and AI innovation. As the senior leader responsible for Sales Operations across the CEMEA region, the successful candidate will drive the operational and strategic capabilities that enable commercial growth, accelerate market penetration, improve seller productivity, and strengthen organizational effectiveness. The Vice President will serve as a key member of the regional leadership ecosystem and a trusted advisor to the CEMEA President, Country Managers, Functional Leaders, and Global Sales Operations leadership. The role is accountable for shaping and executing the commercial operating framework that supports Visa's growth ambitions across one of the company's most diverse and dynamic regions. The successful candidate will lead the development of scalable operating models, performance management frameworks, sales planning processes, technology strategies, analytics capabilities, and AI-enabled solutions that drive business outcomes and improve commercial execution. This leader will champion transformational initiatives that simplify the seller experience, enhance client engagement, improve decision-making, and maximize revenue growth opportunities across the region. Key Responsibilities Commercial Strategy, Sales Planning & Organizational Effectiveness Lead the development and execution of CEMEA's sales operating model, ensuring alignment with Visa's growth strategy and long-term business objectives. Responsibilities Drive regional sales strategy development in partnership with the CEMEA President and Regional Leadership Team. Design and evolve customer segmentation, account coverage, and client prioritization frameworks that maximize commercial growth opportunities. Establish market and territory strategies that optimize resource deployment and seller effectiveness. Develop and govern account planning methodologies that strengthen client engagement and pipeline development. Lead annual and multi-year sales planning processes, including resource allocation, investment prioritization, and organizational capacity planning. Assess market opportunities, competitive dynamics, and growth trends to inform commercial strategy. Partner with Country Managers and functional leaders to continuously enhance organizational effectiveness and sales structures. Drive clarity, consistency, and scalability across regional commercial operating models. Commercial Performance Management Drive a culture of accountability, performance excellence, and disciplined execution across the sales organization. Responsibilities Lead quota setting, target allocation, and sales performance management processes across the region. Partner with Global Sales Operations, Finance, and Human Resources to design and implement incentive compensation and performance frameworks. Develop and govern KPIs, performance scorecards, sales productivity metrics, and executive dashboards. Provide actionable insights that improve revenue growth, seller productivity, client expansion, and pipeline conversion. Lead monthly, quarterly, and annual business reviews with senior executives. Deliver forecasting insights and performance analyses that support strategic decision-making. Identify performance risks, resource gaps, and growth opportunities to improve commercial outcomes. Drive operating rigor and governance across all levels of the sales organization. Sales Process Excellence & Commercial Transformation Own the design, governance, and optimization of sales processes that improve efficiency, scalability, and growth. Responsibilities Serve as executive sponsor and business owner for end-to-end sales processes, including lead generation, opportunity management, pipeline governance, forecasting, deal management, and contracting workflows. Establish best-in-class sales standards, methodologies, and governance frameworks. Lead large-scale transformation initiatives that improve seller experience, customer experience, and revenue conversion. Simplify and automate core workflows to increase selling capacity and reduce administrative burden. Drive forecasting accuracy and pipeline discipline across the region. Oversee contracting and VIK management. Partner with Product, Finance, Legal, Technology, and Operations teams to optimize lead-to-cash processes. Ensure successful implementation and adoption of new operating models, tools, and commercial processes. Champion continuous improvement initiatives that enhance commercial effectiveness and business performance. Sales Enablement, Capability Building & Productivity Build a world-class commercial organization equipped to deliver sustainable growth. Responsibilities Partner with Global Sales Enablement teams and CEMEA Leadership Team to develop and execute capability-building strategies that are fit for purpose for CEMEA needs. Lead onboarding, training, and role-based development programs for sales professionals and leaders. Drive adoption of leading sales methodologies, playbooks, and best practices. Establish robust knowledge management frameworks and content governance standards. Support execution of strategic go-to-market initiatives and regional sales plays. Develop programs that improve commercial acumen, leadership capability, and sales effectiveness. Build frameworks that enable consistent execution and performance across markets and functions. Sales Technology, Data, Analytics & Artificial Intelligence Lead the modernization and transformation of the commercial technology ecosystem to support future-ready growth. Responsibilities Own the regional sales analytics and business intelligence agenda. Deliver executive-level insights, dashboards, and reporting that support strategic growth, productivity, and investment decisions. Drive standardization of metrics, reporting frameworks, and data governance processes. Champion CRM optimization and adoption across the region. Partner with global teams to define and execute the regional Sales Technology roadmap. Lead implementation and adoption of commercial productivity tools and digital capabilities.

Desired Candidate Profile

Qualifications Required Bachelor's degree in Business, Finance, Economics, Engineering, Data Analytics, or a related field. 15+ years of experience in Sales Operations, Revenue Operations, Commercial Operations, Strategy, Management Consulting, Financial Services, Payments, Technology, or related disciplines. Demonstrated success leading regional or global sales operations organizations within complex, matrixed environments. Deep expertise in sales planning, territory design, account coverage, quota management, performance management, pipeline governance, forecasting, and commercial transformation. Proven track record of driving large-scale operational improvement and business transformation initiatives. Strong understanding of CRM platforms, sales technology ecosystems, analytics, automation, and artificial intelligence applications. Experience influencing senior executives and leading cross-functional change agendas. Strong strategic, analytical, communication, and leadership capabilities. Experience leading diverse, geographically distributed teams. Preferred MBA or advanced degree. Experience within payments, fintech, financial services, technology, or related industries. Demonstrated success implementing AI-enabled business solutions and commercial transformation initiatives. Global or multi-regional leadership experience.