Director, Field Sales Operations

Snowflake; Boston (MA); On-site; USD 180,000 - 240,000; Full time

Job summary

Snowflake is seeking a Director, Field Operations to support the USMajors Sales organization. You will partner with cross functional teams to define and execute strategic priorities, apply analytic rigor, and build scalable GTM processes in a fast-growing environment.

You will lead a high-performing Field Operations team, own the Majors sales funnel, and collaborate with Finance, HR, Alliances, and SE leadership to drive automation, capacity planning and improved seller productivity.

Qualifications

• 10+ years of experience in sales operations, enablement, revenue operations or equivalent function with significant exposure to global sales teams
• Demonstrated understanding of SaaS go-to-market models, sales support roles, business metrics and growth best practices
• Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level
• Strong presentation skills and ability to influence varying org functions at varying levels of seniority throughout the org; basically you can execute as well as recommend
• Comfort using AI tools (e.g., Cortex, Copilot, or similar assistants) to accelerate analysis, reporting, and decision-making
• Bachelor's degree; MBA a plus

Responsibilities

• Serve as a strategic operating partner to USMajors Sales leadership, translating business priorities into a focused operational agenda, territory designs, and optimal resource allocation
• Lead and scale a high-performing Field Operations team, setting clear expectations, coaching strategic judgment, and building talent for expanded organizational responsibility
• Represent the voice of the field across cross-functional decisions (planning, compensation, reporting, etc.), synthesizing insights and leadership relationships to resolve systemic barriers and influence investment priorities
• Own the end-to-end Majors sales funnel and revenue governance, maintaining disciplined tracking of pipeline growth, win/loss rates, coverage models, and quota attainment to deliver actionable insights to executive leadership
• Lead long-range operational planning for the theater, looking beyond the immediate fiscal year to build scalable multi-year GTM strategies, capacity models, and growth frameworks
• Establish and drive accountability for a unified operating rhythm, inspecting the pipeline, forecast, revenue performance, and overall book of business across the field, ensuring high-quality, reliable delivery while balancing standardized processes with regional flexibility
• Actively collaborate with cross-functional business partners (such as Finance, Planning & Compensation, Alliances, HR/Recruiting, etc.) to ensure an aligned approach to managing the business, all in an effort to maximize seller productivity and retain top talent
• Partner closely with Sales and Solution Engineering (SE) leadership to streamline operational workflows, optimize resource alignment, and support the continued expansion of the technical and field GTM organizations
• Drive the practical adoption of AI and automated workflows across core GTM operations—including forecasting, reporting, and pipeline hygiene—to increase capacity, accelerate analysis, and improve seller and manager productivity

Skills

Sales operations

Revenue operations

Data analysis

Executive communication

Cross-functional leadership

AI tools

Education

Bachelor's degree

MBA

Tools

Cortex

Copilot

Job description

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

Snowflake's Revenue Operations organization is seeking a Director, Field Operations to support our USMajors Sales organization. In this role you will partner with cross functional teams in defining, landing and executing our key strategic priorities. You will apply your strategic planning, financial acumen, creative thinking and deep analytic background to sales engagements.

Reporting to the Senior Director, Global Field Operations, you will play a critical part in providing insightful analyses and actionable recommendations to the sales leadership team that will influence strategy and implementation of objectives that appropriately reflect our business goals. Our hyper-growth environment requires an ever-evolving approach to managing our go-to-market strategy, and increasingly, that means using AI as a core part of how the team plans, analyzes, and executes.

In this role you will get to:

• Serve as a strategic operating partner to USMajors Sales leadership, translating business priorities into a focused operational agenda, territory designs, and optimal resource allocation.

• Lead and scale a high-performing Field Operations team, setting clear expectations, coaching strategic judgment, and building talent for expanded organizational responsibility.

• Represent the voice of the field across cross-functional decisions (planning, compensation, reporting, etc.), synthesizing insights and leadership relationships to resolve systemic barriers and influence investment priorities.

• Own the end-to-end Majors sales funnel and revenue governance, maintaining disciplined tracking of pipeline growth, win/loss rates, coverage models, and quota attainment to deliver actionable insights to executive leadership.

• Lead long-range operational planning for the theater, looking beyond the immediate fiscal year to build scalable multi-year GTM strategies, capacity models, and growth frameworks.

• Establish and drive accountability for a unified operating rhythm, inspecting the pipeline, forecast, revenue performance, and overall book of business across the field, ensuring high-quality, reliable delivery while balancing standardized processes with regional flexibility.

• Actively collaborate with cross-functional business partners (such as Finance, Planning & Compensation, Alliances, HR/Recruiting, etc.) to ensure an aligned approach to managing the business, all in an effort to maximize seller productivity and retain top talent.

• Partner closely with Sales and Solution Engineering (SE) leadership to streamline operational workflows, optimize resource alignment, and support the continued expansion of the technical and field GTM organizations.

• Drive the practical adoption of AI and automated workflows across core GTM operations—including forecasting, reporting, and pipeline hygiene—to increase capacity, accelerate analysis, and improve seller and manager productivity.

On day one we will expect you to have:

• 10+ years of experience in sales operations, enablement, revenue operations or equivalent function with significant exposure to global sales teams

• Demonstrated understanding of SaaS go-to-market models, sales support roles, business metrics and growth best practices

• Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level

• Strong presentation skills and ability to influence varying org functions at varying levels of seniority throughout the org; basically you can execute as well as recommend

• Comfort using AI tools (e.g., Cortex, Copilot, or similar assistants) to accelerate analysis, reporting, and decision-making

• Bachelor's degree; MBA a plus

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com