Director, Global Field Operations

Sonar•Austin, TX

13d•Onsite

About The Position

Sonar is scaling its go-to-market engine across Sales, Customer Success, and post-sales teams globally. The Director, Global Field Operations sits in Revenue Operations as a Principal-level individual contributor, dedicated full-time to global field operations initiatives, with no regional support remit. This role owns a portfolio of initiatives that change how the global field plans, sells, forecasts, and retains customers, from problem definition through rollout and measurement of business impact. Success is measured by outcomes such as conversion, pipeline coverage, forecast accuracy, productivity, and retention. The role involves defining and prioritising initiatives based on expected impact and effort; establishing baselines, targets, KPIs, and owners; and reviewing results after launch. The Director builds change plans, aligns stakeholders across the go-to-market organisation, gathers and acts on field feedback, and balances regional needs with global standards. The role also standardises operating processes and cadence and provides analysis and narrative for QBRs, leadership meetings, and strategic discussions, connecting initiative results to ARR, NRR, and GRR. The role is based in the location where the position is posted and follows Sonar's hub-office culture, with anchor days on Mondays, Tuesdays, and Thursdays. Relocation support may be available for the right candidate.

Requirements

At least 5 years of experience in sales operations, field operations, revenue operations, or a related function in B2B SaaS.
A track record of delivering global initiatives with measurable business outcomes and before-and-after metrics.
Experience leading process, tooling, or organisational changes adopted by the field.
Proven change-management and communication skills, including communication with executives.
Direct experience working with Sales leaders and sellers, with credibility and trust among them.
Ability to receive feedback and pivot quickly while keeping sight of the intended outcome.
Ability to build relationships and influence across the go-to-market organisation without relying on direct authority.
Business, strategic, and analytical capability, including forecasting, pipeline, and productivity analysis.
Ability to articulate trends in churn, expansion, ARR, NRR, GRR, LTV, and CAC.
Hands-on experience with Salesforce, Google Sheets or Excel, and Tableau.
AI power user.
Owner mindset and comfort with detailed work and ambiguity.
Current individual contributors are welcome; managers should be willing to move into an individual-contributor role for the medium term (1+ years).
Genuine residence in the location where the role is posted; relocation may be supported for the right person.

Nice To Haves

Experience in post-sales or Customer Success Operations.
Experience in a high-growth SaaS company, including a high-volume, product-led growth (PLG), or inbound-demand funnel.
Experience rolling out initiatives across regions in a multinational organisation.

Responsibilities

Own global field initiatives end to end, from problem definition and business case through design, rollout, and post-launch review.
Prioritise initiatives based on expected impact and effort, and stop or pivot initiatives that are not improving their target metric.
Define a baseline, target, KPI, and owner for each initiative before launch, and report business outcomes such as conversion rate, sales cycle, forecast accuracy, attainment, renewals, and expansion.
Build and run change plans, including stakeholder mapping, communications, enablement interlocks, adoption tracking, and feedback loops.
Explain the rationale for changes to audiences ranging from sellers and front-line managers to the CRO and executive leadership team.
Stay connected to the field through deal reviews, pipeline inspections, and field sessions; gather feedback continuously, adapt quickly, and close the loop with contributors.
Align Sales, Customer Success, Marketing, Enablement, Finance, and Systems on priorities, sequencing, and ownership, often without direct authority.
Balance regional needs with global standards.
Standardise global processes and operating cadence, including forecasting, pipeline inspection, and QBRs, for scalability and repeatability.
Prepare analysis and narrative for QBRs, leadership meetings, and strategic discussions, linking initiative results to ARR, NRR, and GRR.