Field Operations Director - AMER

Workiva Inc.•Remote - IA, IA

1d•Remote

About The Position

Workiva is establishing its first dedicated Global Field Operations organization, and the Americas Field Operations Director will be a founding member. This role serves as an operating partner to the Americas sales leaders, reporting to the VP of Global Field Operations. It offers deep regional partnership and an independent, comparable view of the business. The primary focus is to build the foundational elements of a predictable sales organization, including weekly forecasts, pipeline inspections, deal reviews, and quarterly business review inputs. This involves implementing Workiva's global operating framework across the Americas' segments, subregions, and leaders, while adapting it to local realities. This is a hands-on, build-and-operate role that requires a strategic mindset, as the mechanisms established must be scalable for future growth, and the scope is expected to expand accordingly. The role is an individual contributor position that leads through influence, established mechanisms, and the quality of insights provided. Success will be measured by a reduction in end-of-quarter "heroics" through improvements in forecast accuracy, conversion rates, evidence-based deal progression, early risk identification, and effective interventions. It also includes building strong, trusted relationships with the field leadership team and establishing an effective, lightweight operating rhythm that involves the right stakeholders and surfaces critical business signals in a timely manner.

Requirements

10+ years of related career experience in Sales Strategy & Operations, Field Operations, Business Operations, or Revenue Operations.
Experience building or significantly rebuilding forecasting, pipeline management, and rhythm-of-business cadences for a high-growth enterprise sales organization, ideally across multiple countries.
A track record of measurable improvement in forecast accuracy, pipeline discipline, or sales productivity in a SaaS environment, working as a trusted operating partner to senior sales leaders.
Advanced proficiency in Salesforce (or comparable CRM) and in spreadsheet and presentation tools (Google Workspace a plus).
Working knowledge of sales process and qualification methodology (e.g., MEDDICC) and of forecasting and revenue intelligence platforms (e.g., Clari, Gong).
Undergraduate degree or equivalent combination of relevant experience and expertise.

Nice To Haves

Experience supporting a multi-segment or multi-region sales organization (for example, Enterprise and Commercial segments across the US, Canada, and Latin America).
Experience introducing new sales stages, processes, or operating rhythms and driving field adoption across functional lines without direct authority.
Experience in sales process design, performance metrics, and go-to-market execution for enterprise SaaS.
Familiarity with BI and analytics platforms (e.g., QuickSight, Tableau, Power BI) and modern cloud data platforms (e.g., SQL, Snowflake), sufficient to effectively partner with Insights and Data teams.
Experience with the lead-to-cash process and a thorough understanding of how commercial-process friction affects pipeline, forecast, and execution speed and quality.
Experience with partner or co-sell sales motions.

Responsibilities

Operate as a trusted operating partner to the Americas field team, preparing them for forecast calls, pipeline reviews, and QBRs with a clear view of what changed, why, and what to do about it.
Design and run the region's pipeline, forecast, deal review, and performance operating rhythms.
Improve forecast predictability through consistent adoption of sales process and methodology, evidence-based deal inspection, and management accountability.
Identify emerging performance risks and opportunities before they materially affect outcomes.
Translate commercial data into clear business diagnosis and recommend interventions.
Work closely with Insights and Analytics to design, test, and land automation and AI-enabled tools with the field.
Drive consistent opportunity progression and management standards while challenging processes that create unnecessary field friction.
Diagnose why execution gaps persist and their unique impact on various levels of the organization; fix what you can with the right owners, and escalate systemic execution risks with evidence and recommendations.
Land global GTM initiatives, including new sales stages, across diverse segments, verticals, and subregions, and spot adoption gaps early.
Separate legitimate local-market requirements from unnecessary process variation.
Create structured feedback loops from Americas into Global Field Operations, Strategy, Planning, Enablement, Systems, Deal Operations, Analytics, and other cross-functional organizations.
Validate planning assumptions against actual field performance.
Partner with Enablement where capability is constraining results.
Work with Partner Field Operations so partner-sourced and co-sell deals sit in a single pipeline and forecast.