Director, Global Field Operations

Sonarsource; England; On-site; GBP 70,000 - 110,000; Full time

Job summary

Sonar in the United Kingdom is seeking a Senior Sales Operations professional to own a portfolio of global field initiatives from problem definition through rollout and post-launch review. You will define KPIs, lead change plans, and report outcomes like forecast accuracy and renewal metrics while collaborating with Sales, CS, Marketing and Finance across regions.

The role requires hands-on experience with Salesforce, Google Sheets/Excel, and Tableau, plus a proven ability to influence without

Qualifications

• Bring 5+ years in sales operations, field operations, revenue operations, or related function in B2B SaaS.
• Proven track record delivering global initiatives with measurable outcomes.
• Led process, tooling, or organizational changes that the field adopted with strong change management and communication.
• Field credibility: you have worked directly with Sales Leaders and sellers, and both trust you.
• Forecasting, pipeline, and productivity analysis; articulate trends in churn, expansion, ARR, NRR, GRR, LTV, and CAC.
• 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; in a high-growth SaaS with PLG or inbound-demand funnel; regional rollout experience across multinational orgs.

Responsibilities

• Own a portfolio of global field initiatives end to end: define problems, build business cases, design, roll out, and review post-launch impact.
• Define baseline, target, KPI, and owner for each initiative; report outcomes like conversion rate, sales cycle, forecast accuracy, renewal, and expansion.
• Build and run change plans: stakeholder mapping, cadence, enablement interlock, adoption tracking, and feedback loops; explain the why in language suitable for each audience.
• Stay close to the field through deal reviews, pipeline inspection, and field sessions; collect feedback and close the loop.
• Align Sales, Customer Success, Marketing, Enablement, Finance, and Systems on priorities and ownership; balance regional needs with global standards.
• Standardise global processes and operating cadence for scalability and repeatability (forecast, pipeline inspection, QBRs).
• Provide narrative and analysis for QBRs, leadership meetings, and strategic discussions, linking initiative results to ARR, NRR, and GRR.

Skills

Sales operations

Field operations

Revenue operations

B2B SaaS

Salesforce

Google Sheets/Excel

Tableau

Tools

Salesforce

Google Sheets

Excel

Tableau

Job description

What You'll Do

• 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.

Experience & Qualifications

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.

In‑office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at .

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.