[Hiring] Director of Global Field Operations @Sonatype

Role Description

Sonatype is looking for a Director of Field Strategy & Operations to serve as a high-level operational partner to our field leadership and help us scale the way our global field organization operates through an AI Ops and modern Revenue approach. This role reports directly to the Chief Revenue Officer and is ideally based on the West Coast to support APJ overlap, with a global remit across Sonatype’s field organisation.

This is a builder role. You will not inherit a finished operating model and simply maintain it. You will:

• Diagnose where the organisation is losing momentum.
• Design the mechanisms that improve execution.
• Establish the commercial cadence, accountability, and cross-functional alignment required to scale.

You will work alongside Revenue Operations, Enablement, and Sales Strategy as a close commercial partner. This role brings the field perspective to the table, identifying the highest-value execution problems and translating commercial priorities into coordinated action across those teams.

This is not a traditional administrative, program management, or reactive Sales Operations role. We are looking for a strategic, AI-minded field operator who functions as a trusted partner to field executives.

Responsibilities

• Shape the Global Field Strategy:
• Shape the global field strategy with the CRO and senior commercial leaders.
• Ensure territory, account, pipeline, partner, and expansion plans are translated into clear field actions and measurable outcomes.
• Run the Field Operating Rhythm & Strategic Cadence:
• Partner closely with senior field leadership to translate commercial strategy into a clear operating agenda.
• Lead critical business rhythms including forecast, pipeline, performance, and execution reviews.
• Ensure commitments made through field operating cadences translate into decisive action and commercial results.
• Drive Strategic Field Execution:
• Translate high-level executive priorities into structured, executable programs with clear outcomes, ownership, milestones, and accountability.
• Leverage an AI Ops approach to eliminate operational drag and unblock stalled initiatives.
• Connect & Align the Field Organization:
• Operate as a key connector across Sales, Solutions Consulting, Field Marketing, Enablement, Revenue Operations, and Finance.
• Resolve competing priorities and execution barriers while building strong cross-functional relationships.
• Strengthen Forecast & Pipeline Rigor:
• Combine deep commercial understanding with AI intelligence to enhance forecast accuracy.
• Detect deal risks early and evaluate health across territories and deal stages.
• Build Scalable Field Models:
• Help design and continuously refine a scalable field operating model.
• Simplify and standardize field processes, establishing repeatable operating practices.

Outcomes

• Improve the quality, coverage, and conversion of enterprise pipeline across direct and partner-led motions.
• Improve the quality and predictability of forecast and pipeline management using AI Ops and revenue intelligence.
• Increase executive visibility into commercial performance, revenue risks, and emerging growth opportunities.
• Establish a joined-up operating model across new logo, customer expansion, and channel teams.
• Give field leaders earlier visibility of execution risk, stalled deals, capacity constraints, and growth opportunities.
• Build the operating mechanisms required for a platform-led, value-based, and increasingly AI-enabled revenue organization.
• Create stronger accountability for strategic field initiatives.
• Improve the field organization's ability to turn strategy into measurable commercial action.
• Build scalable operating mechanisms that support continued company growth.
• Develop a field operations structure capable of absorbing additional responsibilities as the organization evolves.
• Enable senior field leadership to spend more time on customers, people, strategy, and growth.

Qualifications

• Built or materially transformed a field operating model within a complex enterprise software business.
• Commercial credibility to work as a peer with senior sales leaders.
• Deep understanding of enterprise sales operating rhythms.
• Demonstrated experience personally leading forecast or equivalent commercial operating calls.
• Experience translating ambiguous executive priorities into structured, cross-functional execution.
• Strong business judgement and the ability to identify what matters most among competing priorities.
• Experience driving initiatives across functions without direct reporting authority.
• Ability to combine strategic thinking with detailed operational execution.
• Strong understanding of the relationship between Sales, Solutions Consulting, Marketing, Enablement, Programs, Customer Success, and Revenue Operations.
• Experience designing or improving operating models as organizations grow.
• Confidence to make decisions, challenge assumptions, and hold senior stakeholders accountable.
• Strong analytical capability to turn data into commercial decisions and action.
• Experience leading teams and developing high-performing operational or enablement talent.
• Strong expertise in AI Ops, Revenue Operations, and modern revenue intelligence platforms.

Preferred Experience

• Enterprise cybersecurity, application security, developer tools, DevOps, infrastructure, cloud, or enterprise software.
• Experience supporting a global enterprise sales organization.
• Experience operating through periods of significant GTM transformation or scale.
• Experience bringing previously distributed field capabilities into a more integrated operating model.
• Leadership of Sales Enablement, Field Enablement, Sales Programs, or related functions.
• Experience partnering with both direct and channel/partner sales organizations.
• Experience in businesses with complex, multi-stakeholder enterprise sales cycles.
• Proven experience implementing AI-driven sales/revenue operations tools and methodologies.

What success looks like?

• 30 Days: Immerse yourself in Sonatype's field organization and commercial model.
• 60 Days: Begin taking meaningful ownership of key field operating rhythms and strategic initiatives.
• 90 Days: Capable of independently running core field operating cadences.
• 12 Months: Become a critical operational leader within Sonatype's field organization.

Benefits

• 2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
• European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider.
• Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024.
• Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year."
• SD Times: Best in Show Security.
• Fast Company Best Workplaces for Innovators 2024.
• The Herd Top 100 Private Software Companies 2024.
• 2023 Leader in Forrester-Wave for Software Compensation Analysis.
• 2023 Gartner's Magic Quadrant.
• Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
• Diversity & Inclusion Working Groups.
• Parental Leave Policy.
• Paid Volunteer Time Off (VTO).