Field Operations Director – AMER

🕒 October 13

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

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Workiva

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $689.3k Venture Round on 2014-10

Consulting • Healthcare • Logistics

Workiva is a comprehensive platform designed for corporate reporting, ESG, audit, and risk management. It offers integrated reporting solutions that connect data, unify processes, and empower teams to focus on value-added work. Over 6000 international companies trust Workiva for its ability to streamline workflows and provide a single source of truth for financial and non-financial data. The platform incorporates cutting-edge technology, including AI and automation, to enhance security and compliance with current and future regulatory requirements. Workiva's solutions are tailored to various sectors, including banking, insurance, and investments, and the platform supports teams in accounting, finance, audit, risk, and sustainability.

📋 Description

• Operate as a trusted operating partner to the Americas field team, preparing them for forecast calls, pipeline reviews, and QBRs • Design and run the region’s pipeline, forecast, deal review, and performance operating rhythms • Improve forecast predictability through sales process and methodology adoption, evidence-based deal inspection, and management accountability • Identify emerging performance risks and opportunities before they materially affect outcomes • Translate commercial data into business diagnosis and recommend interventions • Work with Insights and Analytics to design, test, and implement automation and AI-enabled tools with the field • Drive consistent opportunity progression and management standards while challenging unnecessary field friction • Diagnose execution gaps, fix issues with appropriate owners, and escalate systemic risks with evidence and recommendations • Implement global GTM initiatives, including new sales stages, across segments, verticals, and subregions • Distinguish legitimate local-market requirements from unnecessary process variation • Create feedback loops from Americas into Global Field Operations and cross-functional organizations • Validate planning assumptions against actual field performance • Partner with Enablement where capability constrains results • Work with Partner Field Operations to consolidate partner-sourced and co-sell deals in one pipeline and forecast

🎯 Requirements

• 10+ years of related career experience in Sales Strategy & Operations, Field Operations, Business Operations, or Revenue Operations • Experience building or significantly rebuilding forecasting, pipeline management, and rhythm-of-business cadences for a high-growth enterprise sales organization, ideally across multiple countries • Track record of measurable improvement in forecast accuracy, pipeline discipline, or sales productivity in a SaaS environment, working as a trusted operating partner to senior sales leaders • Advanced proficiency in Salesforce or comparable CRM • Advanced proficiency in spreadsheet and presentation tools; Google Workspace a plus • Working knowledge of sales process and qualification methodology, such as MEDDICC • Working knowledge of forecasting and revenue intelligence platforms, such as Clari and Gong • Undergraduate degree or equivalent combination of relevant experience and expertise • Experience supporting a multi-segment or multi-region sales organization • Experience introducing new sales stages, processes, or operating rhythms and driving field adoption across functional lines without direct authority • Experience in sales process design, performance metrics, and go-to-market execution for enterprise SaaS • Familiarity with BI and analytics platforms such as QuickSight, Tableau, or Power BI • Familiarity with modern cloud data platforms such as SQL or Snowflake • Experience with the lead-to-cash process and understanding of commercial-process friction • Experience with partner or co-sell sales motions • Up to 25% travel • Reliable home internet connection for remote collaboration across multiple time zones

🏖️ Benefits

• A discretionary bonus typically paid annually • Restricted Stock Units granted at time of hire • 401(k) match • Comprehensive employee benefits package • Remote work from any location within the country of employment • Reasonable accommodations for applicants with disabilities

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