Director of Global Field Operations

Responsibilities

Shape the Global Field Strategy: Shape the global field strategy with the CRO and senior commercial leaders, ensuring territory, account, pipeline, partner and expansion plans are translated into clear field actions and measurable outcomes.

Run the Field Operating Rhythm & Strategic Cadence: Partner closely with senior field leadership as an operational right hand to translate commercial strategy into a clear operating agenda. Lead critical business rhythms including forecast, pipeline, performance, and execution reviews, stepping in independently when leadership is unavailable. Ensure commitments made through field operating cadences translate into decisive action and commercial results.

Drive Strategic Field Execution: Translate high-level executive priorities into structured, executable programs with clear outcomes, ownership, milestones, and accountability. Leverage an AI Ops approach to eliminate operational drag, unblock stalled initiatives, and maintain cross-functional momentum across global field teams to improve pipeline creation, progression, and productivity.

Connect & Align the Field Organization: Operate as a key connector across Sales, Solutions Consulting, Field Marketing, Enablement, Revenue Operations, and Finance to ensure unified alignment around overarching revenue goals. Resolve competing priorities and execution barriers while building strong cross-functional relationships to influence without relying on hierarchy.

Strengthen Forecast & Pipeline Rigor: Combine deep commercial understanding with AI intelligence to enhance forecast accuracy, detect deal risks early, and evaluate health across territories and deal stages. Turn raw operational data into actionable revenue strategies and targeted field actions.

Build Scalable Field Models: Help design and continuously refine a scalable field operating model capable of supporting Sonatype's growth. Simplify and standardize field processes, establishing repeatable operating practices and leveraging modern AI technology to scale field impact efficiently.

Outcomes

Success in this role will mean that Sonatype's field organization operates with greater clarity, predictability, accountability, and speed. You will help:

Improve the quality, coverage and conversion of enterprise pipeline across direct and partner-led motions.

Improve the quality and predictability of forecast and pipeline management using AI Ops and revenue intelligence.

Increase executive visibility into commercial performance, revenue risks, and emerging growth opportunities.

Establish a joined-up operating model across new logo, customer expansion and channel teams.

Give field leaders earlier visibility of execution risk, stalled deals, capacity constraints and growth opportunities.

Build the operating mechanisms required for a platform-led, value-based and increasingly AI-enabled revenue organisation.

Create stronger accountability for strategic field initiatives.

Improve the field organization's ability to turn strategy into measurable commercial action.

Build scalable operating mechanisms that support continued company growth.

Develop a field operations structure capable of absorbing additional responsibilities as the organization evolves.

Enable senior field leadership to spend more time on customers, people, strategy, and growth while maintaining confidence that critical operating priorities are moving forward.

Who you are

Essential Experience and Capabilities

You have built or materially transformed a field operating model within a complex enterprise software business—not simply administered an established one. You can point to the commercial outcomes you improved, such as pipeline creation, conversion, forecast accuracy, sales productivity, expansion performance or partner contribution.

Commercial credibility to work as a peer with senior sales leaders and challenge constructively when required.

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

Demonstrated experience personally leading forecast or equivalent commercial operating calls—not simply preparing reporting for others.

Experience translating ambiguous executive priorities into structured, cross-functional execution.

Strong business judgement and the ability to identify what matters most among competing priorities.

Experience driving initiatives across functions where you may not have direct reporting authority.

Ability to combine strategic thinking with detailed operational execution.

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

Experience designing or improving operating models as organizations grow.

Confidence to make decisions, challenge assumptions, and hold senior stakeholders accountable.

Strong analytical capability and the ability to turn data into commercial decisions and action.

Experience leading teams and developing high-performing operational or enablement talent.

Strong expertise in AI Ops, Revenue Operations, and modern revenue intelligence platforms to drive field productivity, forecasting accuracy, and decision-making leverage.

How You Work

Operator First: Does not wait for perfectly defined projects; takes an ambiguous business objective, determines what needs to happen, brings the right people together, and creates momentum.

Balanced Perspective: Comfortable being close enough to the business to understand detail while maintaining the strategic perspective required to make enterprise-level trade-offs.

Credibility via Execution: Builds influence through judgement and execution rather than process or hierarchy.

Constructive Accountability: Willing to challenge respectfully, make decisions when appropriate, and create accountability when progress stalls.

Enterprise Mindset: Naturally thinks beyond individual functions and optimizes for the performance of the broader field organization.

Outcome Ownership: Instinct is to own outcomes, not simply organize meetings.

Preferred Experience

Enterprise cybersecurity, application security, developer tools, DevOps, infrastructure, cloud, or enterprise software.

Experience supporting a global enterprise sales organization.

Experience operating through periods of significant GTM transformation or scale.

Experience bringing previously distributed field capabilities into a more integrated operating model.

Leadership of Sales Enablement, Field Enablement, Sales Programs, or related functions.

Experience partnering with both direct and channel/partner sales organizations.

Experience in businesses with complex, multi-stakeholder enterprise sales cycles.

Proven experience implementing AI-driven sales/revenue operations tools and methodologies across enterprise field teams.

What success looks like?

30 Days: You will immerse yourself in Sonatype's field organization and commercial model. You will build relationships with key Sales, Solutions Consulting, Marketing, Enablement, Operations, Finance, and executive stakeholders and develop a detailed understanding of how the field currently operates. You will observe existing forecast, pipeline, and operating cadences and begin identifying where greater clarity, accountability, or simplification could improve execution. Most importantly, you will establish credibility as someone who understands the business rather than someone who simply manages process.

60 Days: You will begin taking meaningful ownership of key field operating rhythms and strategic initiatives. You will have established a clear view of the most important execution gaps, dependencies, and opportunities across the field organization and will begin implementing improvements with the relevant leaders. You will increasingly operate as a trusted partner to field leadership, capable of taking an ambiguous priority and converting it into an actionable plan.

90 Days: You will be capable of independently running core field operating cadences, including forecast and pipeline conversations. Senior leaders will trust you to represent the state of the business accurately, challenge assumptions appropriately, and drive decisions through to execution. Cross-functional initiatives under your leadership will have clear owners, milestones, accountability, and measurable progress. You will also have developed a point of view on how Sonatype's broader field operating model should evolve as the organization scales.

12 Months: You will have become a critical operational leader within Sonatype's field organization. The business will operate with stronger forecast discipline, better cross-functional alignment, greater execution accountability, and increased visibility into commercial performance. Strategic priorities will move through the organization faster and with clearer ownership. Field leaders will view you as a trusted peer and business partner who can move seamlessly between strategy, commercial judgement, organizational leadership, and hands-on execution. You will also have helped establish a scalable Field Operations model that can serve as a foundation for further consolidation and growth.