Senior Field Operations Manager EMEA

Cato Networks is the converged network and security cloud for the AI era. 

As AI reshapes cybersecurity, enterprises face a dual challenge: unlocking AI’s potential while defending against AI-driven attacks. Cato addresses both through a unified, cloud-native platform, providing the visibility and context to prioritize risks and stop threats in real time across users, applications, data, and AI agents. 

Join us as we scale: take on ambitious technological challenges and shape the next generation of enterprise security at a company trusted by thousands of organizations worldwide. 

 

We are looking for a Field Operations EMEA Manager to join our Revenue Operations team, partnering with Sales leadership and executives to drive pipeline analysis, sales cadence, forecasting, and productivity insights - playing a critical role in optimizing GTM processes and enabling strategic, data-driven decisions across a rigorous sales operating rhythm.

Key Responsibilities

• Serve as the operational counterpart to sales leaders in executing against sales KPIs and business objectives.
• Translate data into actionable insights and recommendations that improve sales productivity and performance.
• Use AI tools and automation to streamline recurring work, accelerate analysis, and improve decision-making.
• Support strategic planning and regional initiatives.
• Monitor sales performance, track success metrics, and measure improvements.
• Identify early warning signs and partner with sales leaders on preventative actions and corrective plans.
• Ensure data integrity, accuracy, and consistency across reporting.
• Monitor forecasts, identify risks and opportunities, and improve forecast accuracy.
• Support regional budget planning, territory planning, target setting, and ramp-up planning.

What You’ll Do

• Pipeline & Forecast Analysis: Own analysis of the sales pipeline from leads through closed deals. Prepare bookings reports, pipeline analyses, and dashboards that highlight trends, coverage, funnel risks and opportunities, and progress toward targets. Partner with sales managers on forecast calls to ensure accurate data, current forecasts, and informed decisions.
• Operational Cadence & Reporting: Support sales operating rhythms, including manager check-ins, weekly pipeline reviews, forecast reviews, and Quarterly Business Reviews. Consolidate data from multiple sources into performance reviews that explain the story behind the numbers. Clearly communicate findings and recommended actions to regional VPs and the executive team.
• Territory & Capacity Planning: Support regional leadership with budget planning, territory design, target setting, and ramp-up planning. Evaluate sales capacity, identify areas requiring investment or management attention, and recommend how to distribute resources across teams.
• Sales Performance Insights: Analyze key sales metrics, including pipeline generation, coverage, win rates, conversion rates, sales cycle length, and retention. Identify trends and bottlenecks, investigate underlying causes, and recommend actions that improve sales productivity and outcomes.
• AI & Process Improvement: Identify and implement practical uses of AI and automation across sales operations. Examples include accelerating analysis, summarizing pipeline and forecast changes, drafting business review narratives, and automating recurring reporting tasks. Measure the impact on time saved, accuracy, or business outcomes, and document effective workflows so others can use them.
• Visualization & Storytelling: Maintain dashboards and reports that give stakeholders timely visibility into business performance. Translate complex findings into clear executive presentations, highlighting what changed, why it matters, and what action to take.
• Data Quality & Validation: Maintain reliable reporting and CRM data. Validate AI-generated analyses, calculations, and summaries against source data, apply business judgment, and use company-approved tools in accordance with data privacy and security requirements.

Requirements

• Demonstrated hands-on experience and results are required; a college degree is not required.
• 3–4 years of experience in Revenue Operations, Field/Sales Operations, or a similar role in a B2B environment. Experience in SaaS or a high-growth technology company is a plus.
• Practical experience using AI tools in business workflows, with the ability to describe specific use cases, your approach, and the results achieved. Relevant examples include analysis, reporting, research, business review preparation, or process automation.
• Ability to frame clear questions for AI tools, provide relevant context, refine outputs, and independently verify accuracy. Know when additional analysis or human judgment is needed.
• A continuous improvement mindset, with the ability to identify repetitive work and build repeatable workflows using AI, automation, and existing business systems.
• Excellent analytical skills, strong attention to detail, and a commitment to accuracy. Ability to turn complex data into actionable recommendations and communicate the story behind the results.
• Understanding of go-to-market strategy, B2B sales processes, and basic financial principles.
• Solid understanding of SaaS and sales performance metrics, including pipeline coverage, sales cycle length, win rates, conversion rates, and retention.
• Strategic thinking and a results-oriented approach to operational excellence.
• Excellent communication and collaboration skills, including experience partnering with sales leaders, account executives, and cross-functional teams.
• Strong presentation, data visualization, and executive storytelling skills.
• High proficiency in spoken and written English.
• Proficiency in Excel, SQL, and Tableau for analysis and visualization; Salesforce CRM, including report and dashboard creation and data quality management; and Clari or a similar forecasting and pipeline management tool.