Director, Americas Field Operations

Responsibilities

• Lead annual and last-mile planning for the Americas end-to-end: define geo structure, headcount, territory design and quota allocation, while driving in-region deployment including account assignment, coverage checks, ramp tracking, and mid-year adjustments to ensure the plan lands effectively on the ground.
• Own the Americas operating cadence: forecast roll-ups and calls, pipeline and deal reviews, MBRs and QBRs.
• Set the standard for what a defensible commit looks like and hold the region to it.
• Partner with Americas sales and marketing leadership on execution to the number across the full funnel: demand and pipeline generation, progression and conversion, close, and expansion. Know where the region stands at every stage, where it is short, and what has to change to land the quarter.
• Own regional performance management and analytics: attainment by team and rep, productivity and pipeline generation, conversion and slippage, and the diagnosis of what is actually driving each. Work with the data and analytics team on the reporting and signal behind it.
• Be the operational owner for the Americas business. When something is broken, stuck, or unclear, whether it is a deal, a comp question, a systems gap, or a number nobody can explain, you own getting it resolved and you stay on it until it is. You pull in the central teams as needed, and the outcome stays yours.
• Carry field signal back to the center.
• Translate what reps and managers experience into structured input the central teams can build against, and advocate for the region when the case is sound.
• Drive adoption of the GTM system in-region: CRM hygiene, methodology and stage discipline, and the tooling the field is expected to run on.
• Partner with Enablement so process change actually sticks..

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