Director, Global Field Operations

Sonar•Austin, TX

1d•Onsite

About The Position

Sonar is scaling its go-to-market engine across Sales, Customer Success, and post-sales teams worldwide. The Director, Global Field Operations is an individual contributor at Principal level within Revenue Operations, dedicated entirely to global field operations initiatives, with no regional support remit. The role owns 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 through outcomes such as conversion, pipeline coverage, forecast accuracy, productivity, and retention. The position requires close collaboration across Sales, Customer Success, Marketing, Enablement, Finance, and Systems, often through influence rather than direct authority. It combines strategic and analytical work with hands-on engagement in the field, establishing scalable global processes and operating rhythms while adapting to feedback and regional needs. The role also develops analysis and narrative for QBRs, leadership meetings, and strategic discussions, connecting initiative outcomes to ARR, NRR, and GRR.

Requirements

At least 5 years of experience in sales operations, field operations, revenue operations, or a related function in B2B SaaS.
Track record of delivering global initiatives with measurable business outcomes and before-and-after metrics.
Experience leading process, tooling, or organizational changes adopted by the field, with change management and communication skills at all levels, including executive leadership.
Direct experience working with Sales Leaders and sellers, with credibility and trust among them.
Ability to receive feedback and pivot quickly while maintaining focus on outcomes.
Ability to build relationships and influence across the go-to-market organization without relying on direct authority.
Business, strategic, and analytical capabilities, including forecasting, pipeline, and productivity analysis, and the 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, comfort with hands-on work, and ability to navigate ambiguity.

Nice To Haves

Experience in post-sales or Customer Success Operations.
Experience in a high-growth SaaS company, including a high-volume, PLG, or inbound-demand funnel.
Experience rolling out initiatives across regions in a multinational organization.
Current individual contributors are welcome; managers willing to move into an individual-contributor role for at least one year are also welcome.

Responsibilities

Own a portfolio of global field initiatives from problem definition and business case through design, rollout, and post-launch review.
Prioritize initiatives based on expected impact and effort, and stop or pivot initiatives that are not moving their target metrics.
Define a baseline, target, KPI, and owner for every initiative before launch; report outcomes such as conversion rate, sales cycle, forecast accuracy, attainment, renewal, and expansion.
Build and run change plans, including stakeholder mapping, communication cadence, coordination with enablement, 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 inspection, and field sessions; gather feedback, adapt approaches, and close the loop with contributors.
Align Sales, Customer Success, Marketing, Enablement, Finance, and Systems on priorities, sequencing, and ownership, balancing regional needs with global standards.
Standardize global processes and operating cadence, including forecasting, pipeline inspection, and QBRs.
Provide analysis and narrative for QBRs, leadership meetings, and strategic discussions, linking initiative results to ARR, NRR, and GRR.