Director, Global Field Operations

• Own a portfolio of global field initiatives end to end: problem definition, business case, design, rollout, and post-launch review. Prioritise on expected impact and effort, and stop or pivot initiatives that are not moving their target metric.

• Define the baseline, target, KPI, and owner for every initiative before launch, and report outcomes (conversion rate, sales cycle, forecast accuracy, attainment, renewal, and expansion) rather than activity.

• Build and run change plans: stakeholder mapping, communication cadence, interlock with enablement, adoption tracking, and feedback loops. Explain the why behind each change in the language of the audience, from reps and front-line managers to the CRO and ELT.

• Stay close to the field through deal reviews, pipeline inspection, and field sessions. Collect feedback continuously, adapt the approach quickly, and close the loop with the people who gave it.

• Align Sales, Customer Success, Marketing, Enablement, Finance, and Systems on priorities, sequencing, and ownership, often without direct authority. Balance regional needs against global standards.

• Standardise global processes and operating cadence (forecast, pipeline inspection, QBRs) for scalability and repeatability.

• Provide narrative and analysis for QBRs, leadership meetings, and strategic discussions, linking initiative results to ARR, NRR, and GRR.

The ideal candidate will:

• Bring 5+ years in sales operations, field operations, revenue operations, or a related function in B2B SaaS. We welcome current ICs, and managers willing to move into an IC role for the medium term (1+ years).

• Have a track record of delivering global initiatives with measurable business outcomes, and before and after metrics to show for it.

• Have led process, tooling, or organisational changes that the field adopted, with proven change management and communication skills at every level up to executive.

• Have field credibility: you have worked directly with Sales Leaders and sellers, and both trust you.

• Take feedback well and pivot quickly without losing sight of the outcome.

• Build strong relationships and influence across the GTM organisation without relying on direct authority.

• Combine business, strategy, and analytical capability, including forecasting, pipeline, and productivity analysis, and be able to articulate trends in churn, expansion, ARR, NRR, GRR, LTV, and CAC.

• Be hands-on with Salesforce, Google Sheets/Excel, and Tableau. AI power user.

• Operate with an owner mindset, and be comfortable diving deep and navigating ambiguity.

• Nice to have: experience in post-sales or Customer Success Operations (a plus, not a requirement); experience in a high-growth SaaS company, including a high-volume, PLG, or inbound-demand funnel; experience rolling out initiatives across regions in a multinational organisation.