EMEA Sales Strategy & Operations Lead

ABOUT US At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater. ABOUT THE ROLE As a Sales Strategy & Operations Lead focused on EMEA, you’ll be a strategic and operational partner to Sales leadership. You will translate market nuance into clear GTM choices (where to play, how to win, and how to scale), and you’ll build the operating system that helps teams execute: planning cadences, insights, playbooks, and cross-functional alignment. This role is ideal for someone who is equally comfortable with data-driven analysis and field-facing partnership—someone who can work shoulder-to-shoulder with regional leaders to remove friction, improve clarity, and consistently drive performance across diverse EMEA markets. WHAT YOU’LL DO 1) EMEA GTM STRATEGY & MARKET INSIGHT - Partner with EMEA Sales and regional leaders to set country/region priorities, coverage strategy, and industry focus - Apply strong understanding of EMEA market differences—procurement norms, regulatory context, competitive landscape, partner ecosystems, and buying behaviors—to shape practical sales motions. - Identify industry customer needs and pain points in EMEA, and synthesize feedback into clear recommendations for Product, Engineering, Finance, Legal, and Enablement. 2) PLANNING, SEGMENTATION & PERFORMANCE MANAGEMENT - Drive quarterly, semi-annual, and annual planning cycles (targets, capacity assumptions, pipeline expectations, and execution cadence). - Build and evolve territory and account segmentation models that reflect EMEA realities (country maturity, language, enterprise concentration, and cross-border buying patterns). - Monitor pipeline dynamics and sales performance using Sales data; surface actionable insights and flag risks early. 3) PLAYBOOKS, VALUE PROPOSITIONS & SALES MOTIONS - Create and maintain EMEA-relevant value propositions, use cases, and sales plays tailored to vertical and country-level nuances. - Standardize how value is articulated across industries while enabling local customization where needed. - Partner with Account Executives to refine industry sales motions and codify best practices into scalable playbooks. 4) CROSS-FUNCTIONAL LEADERSHIP & EXECUTIVE COMMUNICATION - Lead collaboration across Strategy/RevOps, Sales Enablement, Strategic Finance, Product, and Marketing to ensure EMEA strategy alignment. - Translate field signal into product and roadmap input (e.g., compliance requirements, integration expectations, data residency concerns, vertical-specific needs). - Prepare executive-ready materials (performance reviews, planning decks, leadership updates) with crisp storytelling and clear decision points. 5) OPERATIONAL EXCELLENCE & SYSTEMS - Remove operational bottlenecks common in complex EMEA enterpr