Director of Global Field Operations
New
S
SonatypeEnterprise software security
US - RemoteFull-TimeDirector
Salary not disclosed
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Job Details
- Required Skills
- Cross-functional Team Leadership
Requirements
- Have built or materially transformed a field operating model within a complex enterprise software business.
- Demonstrate commercial outcomes improved, such as pipeline creation, conversion, forecast accuracy, sales productivity, expansion performance, or partner contribution.
- Bring commercial credibility to work as a peer with senior sales leaders and challenge constructively.
- Understand enterprise sales operating rhythms, including forecasting, pipeline management, business reviews, territory execution, and performance management.
- Have personally led forecast or equivalent commercial operating calls.
- Have translated ambiguous executive priorities into structured, cross-functional execution.
- Demonstrate business judgment, analytical capability, and the ability to turn data into commercial decisions and action.
- Have driven initiatives across functions without relying on direct reporting authority.
- Combine strategic thinking with detailed operational execution.
- Understand the relationship between Sales, Solutions Consulting, Marketing, Enablement, Programs, Customer Success, and Revenue Operations.
- Have experience designing or improving operating models as organizations grow.
- Have experience leading teams and developing high-performing operational or enablement talent.
- Bring strong expertise 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; global enterprise sales; GTM transformation; direct and partner sales; or implementation of AI-driven sales and revenue operations tools.
Responsibilities
- Shape global field strategy with the CRO and senior commercial leaders, translating territory, account, pipeline, partner, and expansion plans into field actions and measurable outcomes.
- Lead forecast, pipeline, performance, and execution reviews, and ensure commitments translate into decisive action and commercial results.
- Translate executive priorities into structured programs with clear outcomes, ownership, milestones, and accountability.
- Coordinate Sales, Solutions Consulting, Field Marketing, Enablement, Revenue Operations, and Finance around revenue goals.
- Use AI intelligence and operational data to improve forecast accuracy, identify deal risks, and guide targeted field actions.
- Design and refine scalable field operating models, standardizing repeatable practices and using AI technology to scale field impact.
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