Director, APJ Sales Operations

The Basics:

At Tanium, the Director of Sales Strategy and Operations for Asia Pacific and Japan leads sales operations for our 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. You will drive the outcomes that matter most to the region: forecast accuracy, pipeline coverage, speed of decisions, and adoption of the initiatives that move the business. You will bring a point of view to every conversation, apply global standards while adapting execution to how business is done in each market, and connect APJ sales to every go-to-market function that supports it. You will also lead the APJ sales operations team, including a team member based in Japan.

What You’ll Do:

• Partner with Japan and APAC sales leadership, bringing a data-backed recommendation 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

We’re Looking For:

• 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 a clear recommendation 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: experience in cybersecurity or IT infrastructure software, partner, channel, and MSP operations, or deploying AI tooling that measurably improves sales productivity

About Tanium 

On a mission. Together. 

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.   

As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.  

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work. 

Taking care of our team members 

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.