Description
Snowflake's Revenue Operations organization is seeking a Director, Field Operations to support our US Majors Sales organization. In this role, you will partner with cross-functional teams in defining, landing, and executing our key strategic priorities. You will apply your strategic planning, financial acumen, creative thinking, and deep analytic background to sales engagements.
In this role, you will get to:
- Serve as a strategic operating partner to US Majors Sales leadership, translating business priorities into a focused operational agenda, territory designs, and optimal resource allocation.
- Lead and scale a high-performing Field Operations team, setting clear expectations, coaching strategic judgment, and building talent for expanded organizational responsibility.
- Represent the voice of the field across cross-functional decisions (planning, compensation, reporting, etc.), synthesizing insights and leadership relationships to resolve systemic barriers and influence investment priorities.
- Own the end-to-end Majors sales funnel and revenue governance, maintaining disciplined tracking of pipeline growth, win/loss rates, coverage models, and quota attainment to deliver actionable insights to executive leadership.
- Lead long-range operational planning for the theater, looking beyond the immediate fiscal year to build scalable multi-year GTM strategies, capacity models, and growth frameworks.
- Establish and drive accountability for a unified operating rhythm, inspecting the pipeline, forecast, revenue performance, and overall book of business across the field, ensuring high-quality, reliable delivery while balancing standardized processes with regional flexibility.
- Actively collaborate with cross-functional business partners (such as Finance, Planning & Compensation, Alliances, HR/Recruiting, etc.) to ensure an aligned approach to managing the business, all in an effort to maximize seller productivity and retain top talent.
- Partner closely with Sales and Solution Engineering (SE) leadership to streamline operational workflows, optimize resource alignment, and support the continued expansion of the technical and field GTM organizations.
- Drive the practical adoption of AI and automated workflows across core GTM operations,including forecasting, reporting, and pipeline hygiene,to increase capacity, accelerate analysis, and improve seller and manager productivity.
On day one, we will expect you to have:
- 10+ years of experience in sales operations, enablement, revenue operations, or equivalent function with significant exposure to global sales teams.
- Demonstrated understanding of SaaS go-to-market models, sales support roles, business metrics, and growth best practices.
- Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level.
- Strong presentation skills and ability to influence varying org functions at varying levels of seniority throughout the org.
- Comfort using AI tools (e.g., Cortex, Copilot, or similar assistants) to accelerate analysis, reporting, and decision-making.
- Bachelor's degree; MBA a plus.