Global Field Strategy & Operations Director

Remote; San Francisco (CA); Hybrid; USD 180,000 - 280,000; Full time

Job summary

Sonatype seeks a Director of Field Strategy & Operations to partner with field leadership and scale our global field organization using AI Ops and modern revenue approaches. The role reports to the Chief Revenue Officer and is ideally West Coast-based with a global remit.

You will diagnose momentum gaps, design mechanisms for better execution, and establish cadence, accountability, and cross‑functional alignment to drive measurable commercial results across direct and channel motions.

Qualifications

• Proven ability to design and scale field operating models in enterprise software.
• Experience leading forecast, pipeline reviews and strategic cadence.
• Strong business judgment and cross-functional influencing skills.

Responsibilities

• Shape the global field strategy with CRO and senior leaders for actions and outcomes.
• Run field operating rhythm and cadence; translate strategy into actionable plans.
• Drive execution programs with AI Ops to remove bottlenecks and accelerate momentum.
• Connect Sales, Solutions Consulting, Field Marketing, Enablement, and Finance to align revenue goals.
• Strengthen forecast accuracy and pipeline health across territories and deals.
• Design scalable field operating models to support growth and cross‑functional alignment.

Skills

AI Ops

Revenue Ops

Forecasting

Field Strategy

Cross-functional Leadership

Enterprise Software

Job description

Sonatype seeks a Director of Field Strategy & Operations to partner with field leadership and scale our global field organization using AI Ops and modern revenue approaches. The role reports to the Chief Revenue Officer and is ideally West Coast-based with a global remit.

You will diagnose momentum gaps, design mechanisms for better execution, and establish cadence, accountability, and cross‑functional alignment to drive measurable commercial results across direct and channel motions.