Senior Director, Field Operations

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

📋 Description

• Lead, mentor, and enhance the capabilities of Field Operations managers and directors.

• Establish priorities within the Field Operations area and develop succession plans.

• Define and refine the operating model for the field across various segments, regions, and channels.

• Collaborate with the Chief Revenue Officer and go-to-market leadership on annual and quarterly planning, covering targets, capacity, coverage, territories, and quotas.

• Convert plans into actionable execution across sales teams.

• Ensure global sales forecasting accuracy and consistency through standardized processes, advanced analytics, and AI-driven methodologies.

• Present forecast insights to executive leadership.

• Establish the schedule for pipeline and forecast reviews, inspections, quarterly business review inputs, and performance dashboards.

• Promote excellence in sales processes and execution throughout the entire funnel.

• Guide the design of territory, capacity, coverage, and segmentation models across teams and regions.

• Collaborate with Revenue Operations and Systems leaders to guarantee that go-to-market tools facilitate field execution.

• Work alongside internal AI development teams to implement AI-driven solutions that enhance pipeline accuracy and minimize manual CRM efforts.

• Support segment launches, partner motions, and adjustments in pricing or packaging through effective adoption.

• Provide data-driven recommendations and assist executive leadership in prioritizing initiatives.

⛳️ Requirements

• A minimum of 12 years of experience in Revenue Operations, Sales Operations, or related go-to-market functions within a rapidly growing B2B SaaS environment.

• At least 6 years of experience in leading and scaling operations, analytics, or go-to-market teams, including the management of other managers and the development of leaders.

• Strong analytical and problem-solving abilities.

• Experience in defining metrics and converting complex data into actionable insights for executives.

• Proven track record in designing and implementing scalable operating frameworks for forecasting, pipeline health, territory and coverage, and sales processes.

• Familiarity with applying AI, advanced analytics, or automation to transform operating models.

• Deep understanding of go-to-market systems and data, including Salesforce and related analytics or forecasting tools.

• Strong communication and stakeholder management skills.

• Experience in influencing senior go-to-market leaders and executives while managing change across teams.

• Background in strategic planning and execution, including territory design, capacity planning, and resource allocation.

• Ability to navigate ambiguous environments while upholding high standards of execution.

• A mindset focused on continuous improvement.

• Experience supporting channel partner motions and partner-influenced forecasting and pipeline inspection is a plus.

• Familiarity with AI-assisted forecasting tools or predictive pipeline health frameworks is a plus.

• Experience in organizations transitioning from Mid-Market to Enterprise or Strategic segments is a plus.

• Background in leading cross-functional changes to operating models across multiple go-to-market functions is a plus.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Eligibility for equity options.

• Comprehensive benefits package available.

• Pre-employment checks conducted in accordance with security and privacy standards.