Field Operations Director – AMER

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

📋 Description

• Act as a reliable operating partner for the Americas field team, preparing them for forecast discussions, pipeline evaluations, and quarterly business reviews.

• Design and manage the operational rhythms for the region’s pipeline, forecasting, deal reviews, and performance assessments.

• Enhance forecast accuracy by promoting sales processes and methodologies, implementing evidence-based deal evaluations, and ensuring management accountability.

• Identify potential performance risks and opportunities early to prevent significant impacts on outcomes.

• Convert commercial data into business insights and propose necessary interventions.

• Collaborate with Insights and Analytics to create, test, and deploy automation and AI-driven tools for the field team.

• Ensure consistent opportunity advancement and management standards while addressing avoidable field challenges.

• Diagnose execution gaps, resolve issues with the appropriate stakeholders, and escalate systemic risks with supporting evidence and recommendations.

• Execute global go-to-market initiatives, including the introduction of new sales stages across various segments, verticals, and subregions.

• Differentiate genuine local market needs from unnecessary process variations.

• Establish feedback mechanisms from the Americas to Global Field Operations and cross-functional teams.

• Validate planning assumptions against actual performance in the field.

• Collaborate with Enablement where capability limitations hinder results.

• Work with Partner Field Operations to unify partner-sourced and co-sell deals within a single pipeline and forecast.

⛳️ Requirements

• Over 10 years of relevant experience in Sales Strategy & Operations, Field Operations, Business Operations, or Revenue Operations.

• Proven experience in developing or significantly revamping forecasting, pipeline management, and rhythm-of-business processes for a high-growth enterprise sales organization, preferably across multiple countries.

• Demonstrated history of quantifiable improvements in forecast precision, pipeline discipline, or sales efficiency within a SaaS context, acting as a dependable operating partner to senior sales executives.

• Advanced skills in Salesforce or a similar CRM system.

• High proficiency in spreadsheet and presentation software; experience with Google Workspace is an advantage.

• Familiarity with sales processes and qualification methodologies, such as MEDDICC.

• Knowledge of forecasting and revenue intelligence tools, such as Clari and Gong.

• Bachelor’s degree or an equivalent combination of relevant experience and expertise.

• Experience in supporting a multi-segment or multi-region sales organization.

• Proven track record of introducing new sales stages, processes, or operational rhythms and driving field adoption across functional areas without direct authority.

• Experience in sales process design, performance metrics, and go-to-market execution for enterprise SaaS.

• Familiarity with BI and analytics tools such as QuickSight, Tableau, or Power BI.

• Knowledge of modern cloud data platforms such as SQL or Snowflake.

• Experience with the lead-to-cash process and an understanding of commercial-process friction.

• Familiarity with partner or co-sell sales strategies.

• Willingness to travel up to 25%.

• A reliable home internet connection for remote collaboration across various time zones.

🏝️ Benefits

• A discretionary bonus typically awarded annually.

• Restricted Stock Units provided at the time of hire.

• 401(k) matching program.

• Comprehensive employee benefits package.

• Flexibility to work remotely from any location within the country of employment.

• Reasonable accommodations available for applicants with disabilities.