Scope: Global (AMER, EMEA, APAC)

Organization: Global Sales / Commercial

The VP of Field Operations is a senior commercial leader responsible for driving execution discipline, operational consistency, and performance visibility across the global sales organization.

This role serves as the execution engine of the revenue organization and primary operating partner to regional sales leadership, ensuring pipeline health, forecast accuracy, and consistent execution of the sales operating model.

The role translates enterprise GTM strategy into repeatable, high-quality field execution, while providing real-time insight into performance trends, risks, and opportunities across the revenue engine.

This is not a strategy or planning role. It is a leadership role defined by operational impact, execution rigor, and ownership of the field operating system.

Responsibilities

1. Global Field Execution Leadership & Regional Operating Partnership

• Serve as the primary operational partner to regional sales leaders (AMER, EMEA, APAC)
• Enable leaders to run their business with discipline across pipeline, forecast, and performance management
• Drive accountability for execution standards and performance outcomes across regions
• Enterprise Impact: Stronger frontline execution and accountability

2. Pipeline Discipline & Forecast Execution Rigor

• Establish and enforce consistent pipeline inspection frameworks and deal progression standards
• Drive forecast accuracy through structured inspection, methodology adherence, and accountability
• Ensure consistency in pipeline hygiene and deal qualification across regions
• Enterprise Impact: Improved revenue predictability and higher conversion rates

3. Global Field Operating Rhythm & Execution Consistency

• Own execution of weekly, monthly, and quarterly field operating cadences
• Standardize pipeline reviews, forecast calls, and regional QBR inputs across all regions
• Ensure consistent execution of the sales operating model globally
• Enterprise Impact: One consistent execution model across the global sales organization

4. Initiative Adoption & Execution Feedback Loop

• Ensure enterprise GTM initiatives are adopted consistently across regions and segments
• Identify execution friction and adoption gaps early in the field
• Provide structured feedback loop to Sales Strategy & Transformation
• Enterprise Impact: Faster and more reliable realization of strategic initiatives

5. Regional Performance Diagnostics & Risk Identification

• Surface execution risks including pipeline gaps, productivity issues, and forecast volatility
• Provide actionable insights to sales leadership for proactive intervention
• Identify systemic performance issues across regions and segments
• Enterprise Impact: Early risk detection and faster course correction

6. Cross-Functional Execution Alignment

• Partner with Sales Planning & Performance to validate coverage models and capacity assumptions in real-world execution
• Collaborate with Deal Execution & Governance to escalate complex deal scenarios and improve commercial processes
• Partner with Sales Enablement to identify capability gaps and align training to field execution needs
• Enterprise Impact: Seamless alignment between strategy, planning, and execution

Success Profile & Metrics

• Improved forecast accuracy and pipeline conversion across regions
• Consistent execution of sales cadences globally
• Increased adoption of enterprise GTM initiatives
• Reduced regional performance variability
• Earlier identification and mitigation of execution risks

What You'll Need

Experience

• 15+ years of experience in Sales Operations, Field Operations, Revenue Operations, or Sales Leadership roles
• Proven experience supporting global enterprise sales organizations ($500M+ ARR preferred)
• Deep understanding of pipeline management, forecasting, deal progression, and sales operating rhythms
• Strong ability to partner with and influence frontline sales leadership
• Demonstrated ability to drive execution discipline and operational rigor at scale

Education

• Bachelor's degree, MBA or equivalent experience preferred

Leadership Attributes

• Execution-focused operator with strong business judgment
• High accountability and ownership mindset
• Strong partnership orientation with frontline leadership
• Ability to translate complexity into clear actions
• Bias for discipline, consistency, and measurable outcomes

Working Conditions

• 20% - 30% travel as needed
• Reliable internet access for any period of time working remotely, not in a Workiva office.

How You'll Be Rewarded
• Salary range in the US: $252,500.00 - $328,100.00
• 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.

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