Field Operations Director - AMER

Workiva Inc.; Iowa; Hybride; USD 180 000 - 240 000; Plein temps

Avantages offerts par ce poste

Discretionary bonus

Restricted Stock Units (RSUs)

401(k) match and comprehensiveBenefits

Résumé du poste

Workiva is building its first dedicated Global Field Operations organization and seeks an Americas Field Operations Director to partner with sales leadership and the VP of Global Field Operations. You will design the regional operating rhythms, improve forecastability, and scale processes globally while addressing local realities.

This hands-on, build-and-operate role leads through influence and insight, driving adoption of new sales stages and standardizing governance across segments.

Qualifications

• 10+ years of related experience in Sales Strategy & Operations, Field Operations, Business Operations, or Revenue Operations.
• Experience building or rebuilding forecasting, pipeline management, and rhythm-of-business cadences for a high-growth enterprise sales organization across multiple countries.
• Proven track record of improving forecast accuracy, pipeline discipline, or sales productivity as a trusted operating partner to senior sales leaders.

Responsabilités

• Operate as trusted operating partner to Americas field team, preparing them for forecast calls, pipeline reviews, and QBRs with clear view of changes and actions.
• Design and run region’s pipeline, forecast, deal review, and performance operating rhythms.
• Improve forecast predictability through consistent sales process adoption, evidence-based deal inspection, and management accountability.
• Identify emerging performance risks and opportunities before they affect outcomes.
• Translate commercial data into clear business diagnosis and interventions.
• Collaborate with Insights and Analytics to design, test, and land automation and AI-enabled tools with the field.
• Drive consistent opportunity progression and management standards while reducing field friction.
• Diagnose execution gaps and elevate systemic risks with evidence and recommendations.
• Land global GTM initiatives across diverse segments, subregions, and leaders with early adoption checks.
• Separate local-market requirements from unnecessary process variation.
• Create structured feedback loops from Americas into Global Field Ops and cross-functional teams.
• Validate planning assumptions against actual field performance.
• Partner with Enablement where capability constrains results.
• Work with Partner Field Operations so partner-sourced deals sit in a single pipeline and forecast.

Connaissances

Sales strategy

Forecasting

Pipeline management

Revenue operations

CRM (Salesforce)

Data analytics

MEDDICC

Gong/Clari

Cross-regional coordination

Stakeholder management

Formation

Bachelor's degree

Outils

Salesforce

Gong

Clari

Tableau

Power BI

SQL

Description du poste

Workiva is standing up its first dedicated Global Field Operations organization, and the Americas Field Operations Director is a founding member of it. You will be the operating partner to the Americas sales leaders and report into the VP of Global Field Operations, giving you deep regional partnership and an independent, comparable view of the business. Your first priority is to stand up the basics of a predictable sales organization (weekly forecast, pipeline inspection, deal reviews, and quarterly business review inputs), landing Workiva's global operating framework across the Americas' segments, subregions, and leaders and tailoring how it runs to the local realities that matter. This is a hands‑on build‑and‑operate role that also needs a strategic mind: the mechanisms you set up now must scale as Workiva grows, and your scope is expected to grow with them. This is an individual contributor role that leads through influence, mechanisms, and the quality of insight. Success is measured by a reduction in end‑of‑quarter heroics (quarter over quarter improvement in forecast accuracy, conversion rate, deal progression on buyer evidence rather than optimism, early risk identification, and successful interventions), strong, trusted relationships with the field leadership team, and an effective, lightweight operating rhythm involving the right stakeholder and surfacing the right business signals timely.

What You’ll Do

• Operate as a trusted operating partner to Americas field team, preparing them for forecast calls, pipeline reviews, and QBRs with a clear view of what changed, why, and what to do about it
• Design and run the region’s pipeline, forecast, deal review, and performance operating rhythms
• Improve forecast predictability through consistent adoption of sales process and methodology, evidence‑based deal inspection, and management accountability
• Identify emerging performance risks and opportunities before they materially affect outcomes
• Translate commercial data into clear business diagnosis and recommend interventions
• Work closely with Insights and Analytics to design, test, and land automation and AI‑enabled tools with the field
• Drive consistent opportunity progression and management standards while challenging processes that create unnecessary field friction
• Diagnose why execution gaps persist and their unique impact on various levels of the organization; fix what you can with the right owners, and elevate systemic execution risks with evidence and recommendations
• Land global GTM initiatives, including our new sales stages, across diverse segments, verticals, and subregions, and spot adoption gaps early
• Separate legitimate local‑market requirements from unnecessary process variation
• Create structured feedback loops from Americas into Global Field Operations, Strategy, Planning, Enablement, Systems, Deal Operations, Analytics, and other cross‑functional organizations
• Validate planning assumptions against actual field performance
• Partner with Enablement where capability is constraining results
• Work with Partner Field Operations so partner‑sourced and co‑sell deals sit in a single pipeline and forecast

How You Work

• Strategic and proactive: you see patterns behind misses and build mechanisms that continue to work at twice the size
• Direct and respectful: you develop defensible points of view and challenge assumptions, including your own
• Curious and action oriented: you dig into root causes, move with speed, and have a bias for fixing over escalating
• Analytical and pragmatic: you are comfortable with complexity, effective at synthesizing imperfect information, and skilled at translating analysis into decisions

What You’ll Need Minimum Qualifications

• 10+ years of related career experience in Sales Strategy & Operations, Field Operations, Business Operations, or Revenue Operations
• Experience building or significantly rebuilding forecasting, pipeline management, and rhythm‑of‑business cadences for a high‑growth enterprise sales organization, ideally across multiple countries
• A track record of measurable improvement in forecast accuracy, pipeline discipline, or sales productivity in a SaaS environment, working as a trusted operating partner to senior sales leaders
• Advanced proficiency in Salesforce (or comparable CRM) and in spreadsheet and presentation tools (Google Workspace a plus)
• Working knowledge of sales process and qualification methodology (e.g., MEDDICC) and of forecasting and revenue intelligence platforms (e.g., Clari, Gong)
• Undergraduate degree or equivalent combination of relevant experience and expertise

Preferred Qualifications

• Experience supporting a multi‑segment or multi‑region sales organization (for example, Enterprise and Commercial segments across the US, Canada, and Latin America)
• Experience introducing new sales stages, processes, or operating rhythms and driving field adoption across functional lines without direct authority
• Experience in sales process design, performance metrics, and go‑to‑market execution for enterprise SaaS
• Familiarity with BI and analytics platforms (e.g., QuickSight, Tableau, Power BI) and modern cloud data platforms (e.g., SQL, Snowflake), sufficient to effectively partner with Insights and Data teams
• Experience with the lead-to-cash process and a thorough understanding of how commercial‑process friction affects pipeline, forecast, and execution speed and quality
• Experience with partner or co‑sell sales motions

Travel Requirement & Working Conditions

• Up to 25% travel
• Reliable home internet connection for remote collaboration across multiple time zones

How You’ll Be Rewarded

• Salary range in the US:
• A discretionary bonus typically paid annually
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Why Join Workiva

Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI‑powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world. At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.

Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [e-mail].

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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