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United States
Remote only
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Global Field Operations based in the United States.
As Director of Global Field Operations, you will help shape and scale the commercial operating model of a global enterprise software organisation. Reporting directly to the Chief Revenue Officer, you will serve as a strategic partner to senior field leaders, translating business priorities into coordinated execution and measurable revenue outcomes. You will oversee critical operating rhythms, including forecasting, pipeline management, and strategic performance reviews, while using AI-driven insights to improve visibility, productivity, and decision-making. Working across Sales, Solutions Consulting, Marketing, Enablement, Finance, and Revenue Operations, you will strengthen alignment and accountability throughout the global field organisation. This is a hands-on leadership opportunity for a builder who can transform complex business challenges into scalable operating practices and help accelerate enterprise growth across direct and partner-led channels.
You will work closely with executive and commercial leaders to build a more focused, predictable, and scalable field organisation. Your responsibilities will include:
Shape global field strategy in partnership with the Chief Revenue Officer and senior commercial leaders, translating territory, account, pipeline, partner, and expansion plans into clear priorities and measurable actions.
Lead the field operating rhythm and serve as a trusted operational partner to senior field executives, independently managing critical forecast, pipeline, performance, and execution reviews when needed.
Ensure commitments made during business reviews and operating meetings translate into clear decisions, ownership, and commercial results.
Convert executive priorities into structured strategic initiatives with defined objectives, milestones, responsibilities, and accountability.
Apply an AI-driven operations approach to identify pipeline bottlenecks, remove execution barriers, improve sales productivity, and accelerate progress across global teams.
Coordinate Sales, Solutions Consulting, Field Marketing, Enablement, Sales Strategy, Sales Programs, Revenue Operations, and Finance around shared revenue objectives.
Resolve competing priorities and cross-functional execution challenges while building alignment and influencing stakeholders without relying on direct authority.
Strengthen forecast accuracy and pipeline discipline by leveraging commercial data, revenue intelligence, and AI-enabled tools to identify deal risks and evaluate performance across territories and sales stages.
Translate operational insights into targeted actions that improve pipeline creation, deal progression, conversion, and expansion opportunities.
Design and continuously improve scalable field operating models, simplifying and standardising processes to support organisational growth.
Improve executive visibility into commercial performance, emerging opportunities, execution risks, stalled deals, and capacity constraints.
Establish joined-up operating practices across new customer acquisition, existing customer expansion, and channel or partner-led sales.
Build the mechanisms needed to support a platform-led, value-based, and increasingly AI-enabled revenue organisation.
Develop a field operations structure capable of absorbing additional responsibilities as the organisation evolves.
Enable senior field leaders to focus more effectively on customers, people, strategy, and growth through stronger operational discipline and execution support.
The ideal candidate is a commercially credible operator with a strong background in enterprise software and global field operations. You should have experience building or transforming operating models, leading complex business rhythms, and driving measurable improvements across revenue organisations. Key qualifications include:
Demonstrated experience building or materially transforming a field operating model within a complex enterprise software business.
A track record of improving commercial outcomes, such as pipeline creation, conversion, forecast accuracy, sales productivity, customer expansion, or partner contribution.
Strong commercial credibility and the ability to operate as a peer and trusted advisor to senior sales executives.
Deep understanding of enterprise sales operating rhythms, including forecasting, pipeline management, business reviews, territory execution, and performance management.
Proven experience personally leading forecast calls or equivalent commercial operating reviews, rather than simply preparing reporting for others.
Experience translating ambiguous executive priorities into structured, cross-functional initiatives with clear ownership and measurable outcomes.
Strong business judgement and the ability to prioritise effectively when managing competing demands.
Demonstrated ability to influence and drive initiatives across functions without relying on direct reporting authority.
Ability to combine strategic thinking with detailed, hands-on operational execution.
Strong understanding of the relationships between Sales, Solutions Consulting, Marketing, Enablement, Sales Programs, Customer Success, and Revenue Operations.
Experience designing or improving operating models during periods of organisational growth or transformation.
Confidence in making decisions, challenging assumptions constructively, and holding senior stakeholders accountable.
Strong analytical skills and the ability to translate complex data into practical commercial decisions.
Experience leading teams and developing high-performing operational or enablement talent.
Strong expertise in AI-driven operations, Revenue Operations, and modern revenue intelligence platforms to improve field productivity, forecast accuracy, and decision-making.
Working style and leadership capabilities:
Operator mindset: Comfortable taking ownership of ambiguous business objectives, identifying what needs to happen, bringing the right people together, and creating momentum without waiting for fully defined projects.
Strategic and operational perspective: Able to understand day-to-day business details while maintaining the broader perspective needed to make enterprise-level decisions.
Execution-driven credibility: Builds influence through sound judgement, practical contributions, and consistent delivery rather than relying on processes or hierarchy.
Constructive accountability: Willing to challenge respectfully, make decisions, and establish accountability when progress stalls.
Enterprise mindset: Prioritises the performance of the overall field organisation rather than optimising individual functions in isolation.
Outcome ownership: Focuses on delivering business results, not simply coordinating activities or organising meetings.
Preferred experience:
Background in enterprise cybersecurity, application security, developer tools, DevOps, infrastructure, cloud, or enterprise software.
Experience supporting a global enterprise sales organisation.
Experience working through significant go-to-market transformation or periods of rapid growth.
Experience integrating previously distributed field capabilities into a more unified operating model.
Previous leadership of Sales Enablement, Field Enablement, Sales Programs, or related functions.
Experience partnering with both direct sales and channel or partner sales organisations.
Familiarity with complex, multi-stakeholder enterprise sales cycles.
Proven experience implementing AI-driven sales and revenue operations tools and methodologies across enterprise field teams.
First-year expectations:
First 30 days: Build relationships with key commercial and executive stakeholders, understand the field operating model, and assess existing forecast, pipeline, and performance review processes. Identify opportunities to improve clarity, accountability, and execution.
First 60 days: Begin taking ownership of core operating rhythms and strategic initiatives. Identify the most important execution gaps and dependencies, then start implementing improvements in partnership with relevant leaders.
First 90 days: Independently lead key field operating cadences, including forecast and pipeline reviews. Provide senior leaders with a reliable view of business performance, challenge assumptions, and ensure strategic initiatives have clear owners, milestones, and measurable progress.
First 12 months: Establish yourself as a trusted operational leader and business partner to field executives. Improve forecast discipline, cross-functional alignment, execution accountability, and commercial visibility while building a scalable Field Operations model that supports continued growth.
Flexible working practices.
Parental leave policy.
Paid volunteer time off (VTO).
Company Wellness Week, during which company operations pause for a week to give employees dedicated time for personal growth and rest.
Diversity and Inclusion Working Groups.
An inclusive workplace that values different perspectives and backgrounds.
Opportunities to contribute to a growing global organisation and influence its commercial operating model.
Recognition through industry awards and workplace distinctions, including Built In Best Places to Work, Fast Company Best Workplaces for Innovators, and other industry recognitions.
