Director, Field Operations

This role is ideal for a strategic thinker who thrives in a dynamic environment and is passionate about driving efficiency and effectiveness across a global sales organization. You will support both direct and channel sales models, leveraging your project management skills to drive process improvements at scale. You'll also play a key role in sales enablement, incentive compensation planning, and optimizing the sales tech stack to enhance efficiency and overall sales performance.

As the Director of Field Operations, you will drive the success of our global field sales organization by providing data-driven insights, optimizing sales processes, and ensuring strategic alignment. You will analyze key performance metrics, support sales forecasting, and enhance pipeline management to identify growth opportunities and mitigate risks. 

Your expertise in territory planning and quota management will optimize coverage, while your collaboration with marketing, pre-sales, and post-sales teams will streamline operations and improve the customer experience.

Ready to roll up your sleeves and dive in? If so, we’d love to hear from you!

Key Responsibilities:

• Data Analysis & Reporting: Monitor and analyze key performance indicators (KPIs) for field sales, providing actionable insights to leadership and driving data-backed decision-making.
• Sales Forecasting & Pipeline Management: Partner with sales leadership to develop accurate revenue forecasts, assess pipeline health, and proactively mitigate risks while identifying opportunities for growth.
• Territory Planning & Quota Management: Evaluate sales performance by region, optimize territory assignments, and collaborate with sales strategy teams to finalize annual territory and quota planning.
• Business Management & Reviews: Support sales leaders in preparing for QBRs, MBRs, and leadership reviews by delivering the right data, insights, and strategic recommendations.
• Sales Process Optimization: Identify bottlenecks in the sales cycle, refine sales methodologies, and implement process improvements to enhance efficiency, conversion rates, and deal closure times.
• Cross-Functional Collaboration: Work closely with marketing to align lead generation with field sales priorities and coordinate with technical teams (pre-sales, post-sales) to ensure a seamless customer experience.
• Field Team Support: Act as a key resource for field sales teams on operational processes, systems, and tools. Gather requirements for system enhancements and drive continuous improvements.

Qualifications & Experience:

• 10+ years of experience in sales operations or field operations within a global enterprise software company.
• Proven track record of driving operational excellence and strategic improvements in a complex, matrixed sales environment.
• Expertise in sales forecasting, pipeline management, and quota setting at a global scale.
• Strong analytical skills with experience using CRM (Salesforce), BI tools (Tableau, Power BI), and Excel for data analysis and reporting.
• Deep understanding of enterprise sales cycles, methodologies (MEDDIC, SPIN, Challenger), and best practices for field sales optimization.
• Exceptional ability to communicate and collaborate with sales leadership, marketing, finance, and product teams to drive alignment.
• Experience working with executive leadership and influencing decision-making through data-driven insights.
• Ability to manage multiple priorities, drive process improvements, and operate in a fast-paced, high-growth global environment.

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

The typical starting salary range for this role is:

* $177,000 - $214,200 USD (full range for growth goes into the high $240's)

The typical starting salary range for this role in the select locations listed is:

* $196,000 - $238,000 USD (full range for growth goes into the high $280's)