Director, Global Field Operations

Sonarsource; Greater London; Hybride; GBP 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Anchor office days

Résumé du poste

Sonar is scaling its go-to-market engine globally. As Director, Global Field Operations, you will own 100% global field initiatives from problem definition through rollout, accountable for measurable business impact rather than activity.

You will define baselines, KPIs, and ownership for each initiative, report outcomes such as forecast accuracy and renewal rates, and collaborate across Sales, Customer Success, Marketing, Enablement, Finance, and Systems.

Qualifications

• Bring 5+ years in sales operations, field operations, revenue operations, or a related function in B2B SaaS.
• Track record of delivering global initiatives with measurable business outcomes, with before/after metrics.
• Led process, tooling, or organisational changes adopted by the field, with strong change management and executive communication.
• Demonstrated credibility with Sales Leaders and sellers; able to influence without direct authority.
• Able to forecast, analyse pipeline and productivity; articulate trends in ARR, NRR, GRR, LTV, CAC.

Responsabilités

• Own a portfolio of global field initiatives end to end: problem definition, business case, design, rollout, and post-launch review.
• Prioritise initiatives by impact and effort, and pivot as needed.
• Define baseline/target/KPI for each initiative and report outcomes (conversion rate, forecast accuracy, attainment, renewal, expansion).
• Build and run change plans: stakeholder mapping, cadence, enablement, adoption tracking, feedback loops.
• Provide narrative and analysis for leadership meetings and strategic discussions, linking results to ARR, NRR, and GRR.

Connaissances

Sales operations

Field operations

Revenue operations

Forecasting

Pipeline analysis

Productivity analysis

Salesforce

Google Sheets/Excel

Tableau

AI power user

Owner mindset

Outils

Salesforce

Google Sheets/Excel

Tableau

Description du poste

Who is Sonar?

Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

Position description

Sonar is scaling its go-to-market engine across Sales, Customer Success, and post-sales teams in every region. As the company grows, the field needs operating changes that are consistent, measurable, and adopted, not a collection of regional fixes. This role exists to design, land, and measure those changes. As Director, Global Field Operations, you will sit in Revenue Operations as an individual contributor at Principal level, dedicated 100% to global field operations initiatives. You will not carry a regional support remit. You will own the portfolio of initiatives that change how the global field plans, sells, forecasts, and retains customers, from problem definition through rollout to measured business impact. You will be judged on outcomes such as conversion, pipeline coverage, forecast accuracy, productivity, and retention, not on the volume of activity delivered.

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

• 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.

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