Director of Global Field Operations

🔥 12 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

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Sonatype

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🔒 Cybersecurity

☁️ SaaS

💰 $80M Private Equity Round on 2018-09

Cybersecurity • Software • SaaS

Sonatype is a leader in software composition analysis (SCA) and software supply chain management. The company provides solutions to automate software supply chain security, build centralized components, control open source risks, and simplify software bill of materials (SBOM) compliance. Sonatype offers tools such as Nexus Repository, Repository Firewall, Lifecycle, and SBOM Manager, which help developers deliver quality code securely and manage vulnerability risks. Sonatype integrates with numerous tools and languages, supporting dev, security, and ops teams to ensure secure deployments. The company is recognized for its end-to-end software supply chain solutions that leverage artificial intelligence to predict and intercept malicious components, enhancing security across industries such as financial services and technology.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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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