Director, Americas Field Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the regional strategy and implementation for the Americas.

• Lead the planning process for annual and last-mile activities, which includes geographic structuring, headcount management, territory design, quota distribution, account assignments, coverage assessments, ramp monitoring, and mid-year modifications.

• Manage the Americas operating rhythm, encompassing forecast roll-ups and calls, pipeline and deal evaluations, Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs).

• Collaborate with sales and marketing leadership on demand generation, pipeline progression, conversion rates, closing strategies, and expansion efforts.

• Oversee regional performance management and analytics, focusing on attainment, productivity, pipeline generation, conversion metrics, slippage, and performance analysis.

• Address operational challenges relating to deals, compensation, system discrepancies, and unexplained figures.

• Convert field feedback into structured insights for central teams and advocate for the region's needs.

• Promote in-region adherence to CRM hygiene, methodologies, stage discipline, and go-to-market tools.

• Report directly to the VP of Revenue Operations while collaborating with Americas sales leaders and central planning, commercial, systems, data, and enablement teams.

• Lead a small inherited team while maintaining a hands-on approach.

⛳️ Requirements

• Over 10 years of experience in sales operations, field operations, revenue operations, sales strategy, or go-to-market finance.

• Proven experience in supporting a multi-segment field organization at scale.

• Genuine eagerness to be actively involved in operations.

• Strong expertise in pipeline management and forecasting disciplines.

• Background in territory design, quota distribution, coverage and capacity modeling, and ramp assumptions.

• Excellent analytical skills.

• Proficiency in SQL is essential.

• Practical knowledge of ClickHouse, Hex, or a similar modern analytics stack.

• Solid understanding of Salesforce.

• Capability to design process improvements and define build requirements based on systems expertise.

• Preference for experience with consumption-based or usage-based business models.

• Experience across various Americas motions, including strategic, enterprise, commercial, Latin America, or public sector.

• Familiarity with public sector procurement and partner-led transaction pathways is advantageous.

• Exceptional written and verbal communication skills.

• Comfortable presenting to executives and facilitating meetings with sales leaders.

• Bachelor’s degree in a quantitative discipline.

• An advanced degree or equivalent experience is preferred.

🏝️ Benefits

• Flexible work environment with remote-friendly work options.

• Employer contributions toward healthcare costs.

• Stock options provided for every new team member.

• Flexible time off policy in the United States.

• Generous time-off entitlement for employees in other countries.

• USD$500 allowance for home office setup for remote employees.

• Opportunities for engagement with colleagues at company-wide offsite events.