Director, Global Field Operations

Sonar-; Greater London; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Relocation assistance

In-office collaboration rhythm

Job summary

Sonar is seeking a Director, Global Field Operations to design and land global GTM improvements across Sales, Customer Success and post-sales teams. You will own programs from problem definition to rollout, measuring impact on ARR, NRR, and GRR.

Based in the Greater London area, you’ll operate with an owner mindset, partnering with sales leaders and field teams, and standardising processes for scalable, global results. Relocation support is available for the right candidate.

Qualifications

• 5+ years in sales operations, field operations, revenue operations, or related function in B2B SaaS.
• Track record of delivering global initiatives with measurable outcomes.
• Led process, tooling, or organisational changes adopted by the field with change management skills.
• Field credibility: worked directly with Sales Leaders and sellers.
• Take feedback well and pivot quickly while keeping outcomes in sight.
• Build relationships across GTM org without direct authority.
• Forecasting, pipeline analytics, and productivity analysis experience, incl. trends in ARR, NRR, GRR, LTV, CAC.
• Hands-on with Salesforce, Google Sheets/Excel, and Tableau; AI power user.

Responsibilities

• Own a portfolio of global field initiatives end to end: problem definition, business case, design, rollout, post-launch review.
• Define baseline, target, KPI, and owner for every initiative and report outcomes (conversion rate, forecast accuracy, attainment, renewal, expansion).
• Build and run change plans: stakeholder mapping, comms cadence, enablement interlock, adoption tracking, feedback loops.
• Stay close to the field through deal reviews, pipeline inspection, and field sessions; collect feedback and adapt.
• Align Sales, Customer Success, Marketing, Enablement, Finance, and Systems on priorities and ownership.
• Standardise global processes and operating cadence (forecast, pipeline inspection, QBRs).
• Provide narrative and analysis for QBRs and leadership meetings, linking results to ARR, NRR, and GRR.

Skills

Sales operations

Global initiatives

Change management

Forecasting

Salesforce

Google Sheets/Excel

Tableau

GTM collaboration

Tools

Salesforce

Google Sheets/Excel

Tableau

Job description

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

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 [e-mail].

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.