Director of Global Field Operations

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

📋 Description

• Act as a strategic operational partner to field leadership, facilitating the growth of the global field organization through AI Ops and a contemporary Revenue approach.

• Collaborate with the CRO and senior commercial leaders to define the global field strategy.

• Convert territory, account, pipeline, partner, and expansion plans into actionable field initiatives with measurable results.

• Oversee reviews of forecasts, pipelines, performance, and execution.

• Transform executive priorities into organized programs that include outcomes, ownership, milestones, and accountability.

• Leverage AI Ops to reduce operational inefficiencies, remove obstacles from initiatives, and enhance pipeline development, progression, and overall productivity.

• Integrate Sales, Solutions Consulting, Field Marketing, Enablement, Revenue Operations, and Finance around revenue objectives.

• Address conflicting priorities and obstacles to execution across various functions.

• Improve forecast precision, identify deal risks, and assess territory and deal-stage health using AI insights.

• Convert operational data into practical revenue strategies and field actions.

• Create and optimize scalable field operating models while standardizing field processes.

• Establish mechanisms for operations, accountability, and cross-functional alignment to bolster company growth.

• Report directly to the Chief Revenue Officer.

• Build relationships with stakeholders and evaluate operating rhythms within the first 30 days.

• Assume responsibility for field rhythms and strategic initiatives within 60 days.

• Independently manage core field operating rhythms and drive measurable improvements within 90 days.

⛳️ Requirements

• Proven experience in building or significantly transforming a field operating model within a complex enterprise software environment.

• Commercial credibility to engage as a peer with senior sales leaders and provide constructive challenges.

• Profound understanding of enterprise sales operating rhythms, including forecasting, pipeline management, business reviews, territory execution, and performance management.

• Demonstrated experience in personally leading forecasts or similar commercial operating meetings.

• Ability to convert vague executive priorities into organized, cross-functional execution.

• Strong business acumen and capacity to prioritize competing demands effectively.

• Experience in driving initiatives across functions without having direct reporting authority.

• Capability to blend strategic thinking with detailed operational execution.

• Strong understanding of the interplay between Sales, Solutions Consulting, Marketing, Enablement, Programs, Customer Success, and Revenue Operations.

• Experience in designing or refining operating models as organizations expand.

• Confidence in making decisions, questioning assumptions, and holding senior stakeholders accountable.

• Strong analytical skills and the ability to translate data into commercial decisions and actions.

• Experience in leading teams and nurturing high-performing operational or enablement talent.

• Strong knowledge in AI Ops, Revenue Operations, and modern revenue intelligence platforms.

• Preferred: experience in enterprise cybersecurity, application security, developer tools, DevOps, infrastructure, cloud, or enterprise software.

• Preferred: experience in supporting a global enterprise sales organization and navigating significant GTM transformations or scaling.

• Preferred: experience in integrating distributed field capabilities.

• Preferred: leadership experience in Sales Enablement, Field Enablement, Sales Programs, or similar functions.

• Preferred: experience with direct and channel/partner sales organizations.

• Preferred: familiarity with complex, multi-stakeholder enterprise sales cycles.

• Preferred: experience in implementing AI-driven sales/revenue operations tools and methodologies.

🏝️ Benefits

• Company Wellness Week with operations paused for one week.

• Participation in Diversity & Inclusion Working Groups.

• Comprehensive Parental Leave Policy.

• Paid Volunteer Time Off (VTO).

• Flexible working arrangements.

• Equal-opportunity employer with disability accommodations.