Senior Director, Global Field Operations

Responsibilities

• Own the global field operations function, leading and developing regional Field Operations leaders and building out coverage for regions and functions as the business grows.
• Serve as the senior operations partner to Sales, Technical Services, and
• Partner leadership, delivering insights on pipeline generation, account penetration, coverage, and productivity.
• Define the global operating cadence for the field (forecast calls, pipeline reviews, QBRs, account planning), with clear standards for what’s global and where regions can flex.
• Own global pipeline visibility and forecasting hygiene across all motions and regions, including large complex enterprise deals, consumption workload ramps, Commercial/self-serve pipeline, and partner-sourced and partner-influenced deals.
• Drive annual and in-year planning for the full field: capacity plans, territory carving and re-carving (including account transitions), and quota allocation across New Logo, Growth, and Commercial, in close partnership with Finance and GTM Strategy.
• Partner operations: program mechanics, deal registration and attribution rules, co-sell processes, cloud marketplace transactions, and reporting on partner-sourced and partner-influenced pipeline.
• Conduct global white-space and TAM analysis to identify high-propensity targets and inform market entry, coverage model, and org design decisions.
• Analyze field performance (win/loss, deal velocity, conversion, quota attainment, SA and partner involvement) across regions and segments, and translate findings into clear recommendations for executive leadership; use AI tools to find patterns at scale.
• Partner with GTM Analytics to set global standards for Salesforce and Omni reporting, owning one consistent set of field metrics and dashboards across Sales, Technical Services, and Partners.

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