Director of Global Field Operations

🕒 5 dias atrás

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

⚙️ Operações

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Sonatype

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2008

🔒 Cibersegurança

☁️ SaaS

💰 $80.000.000 Private Equity Round em 2018-09

Cybersecurity • Software • SaaS

A Sonatype é líder em análise de composição de software (SCA) e gestão de cadeia de suprimentos de software. A empresa oferece soluções para automatizar a segurança da cadeia de suprimentos de software, construir componentes centralizados, controlar riscos de código aberto e simplificar a conformidade com a lista de materiais de software (SBOM). A Sonatype oferece ferramentas como Nexus Repository, Repository Firewall, Lifecycle e SBOM Manager, que ajudam os desenvolvedores a entregar código de qualidade de forma segura e gerenciar riscos de vulnerabilidade. A Sonatype se integra a diversas ferramentas e linguagens, apoiando equipes de desenvolvimento, segurança e operações para garantir implantações seguras. A empresa é reconhecida por suas soluções completas de cadeia de suprimentos de software que utilizam inteligência artificial para prever e interceptar componentes maliciosos, melhorando a segurança em setores como serviços financeiros e tecnologia.

Descrição

• Serve as a high-level operational partner to field leadership and help scale the global field organization through an AI Ops and modern Revenue approach • Shape global field strategy with the CRO and senior commercial leaders • Translate territory, account, pipeline, partner, and expansion plans into clear field actions and measurable outcomes • Lead forecast, pipeline, performance, and execution reviews • Translate executive priorities into structured programs with outcomes, ownership, milestones, and accountability • Use AI Ops to eliminate operational drag, unblock initiatives, and improve pipeline creation, progression, and productivity • Connect Sales, Solutions Consulting, Field Marketing, Enablement, Revenue Operations, and Finance around revenue goals • Resolve competing priorities and execution barriers across functions • Enhance forecast accuracy, detect deal risks, and evaluate territory and deal-stage health using AI intelligence • Turn operational data into actionable revenue strategies and field actions • Design and refine scalable field operating models and standardize field processes • Establish operating mechanisms, accountability, and cross-functional alignment to support company growth • Report directly to the Chief Revenue Officer • Build relationships with stakeholders and assess operating cadences during the first 30 days • Take ownership of field rhythms and strategic initiatives within 60 days • Independently run core field operating cadences and drive measurable progress within 90 days

🎯 Requisitos

• Experience building or materially transforming a field operating model within a complex enterprise software business • Commercial credibility to work as a peer with senior sales leaders and challenge constructively • 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 • Experience translating ambiguous executive priorities into structured, cross-functional execution • Strong business judgement and ability to prioritize competing demands • Experience driving initiatives across functions without 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 making decisions, challenging assumptions, and holding senior stakeholders accountable • Strong analytical capability and 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 • Preferred: enterprise cybersecurity, application security, developer tools, DevOps, infrastructure, cloud, or enterprise software experience • Preferred: experience supporting a global enterprise sales organization and periods of significant GTM transformation or scale • Preferred: experience integrating distributed field capabilities • Preferred: leadership of Sales Enablement, Field Enablement, Sales Programs, or related functions • Preferred: experience with direct and channel/partner sales organizations • Preferred: complex, multi-stakeholder enterprise sales cycles • Preferred: implementing AI-driven sales/revenue operations tools and methodologies

🏖️ Benefícios

• Company Wellness Week with company operations shut down for one week • Diversity & Inclusion Working Groups • Parental Leave Policy • Paid Volunteer Time Off (VTO) • Flexible working practices • Equal-opportunity employer and disability accommodations

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