Director, Field Operations

Summary

Join dbt Labs as the Director of Field Operations and drive the success of our global field sales organization. You will leverage data-driven insights to optimize sales processes and ensure strategic alignment. Key responsibilities include data analysis and reporting, sales forecasting and pipeline management, territory planning and quota management, business management and reviews, sales process optimization, cross-functional collaboration, and field team support. This role requires 10+ years of experience in sales operations or field operations within a global enterprise software company, expertise in sales forecasting and pipeline management, strong analytical skills, and exceptional communication and collaboration abilities. We offer competitive compensation packages including salary, equity, and performance-based pay. Specific salary ranges are provided.

Requirements

• 10+ years of experience in sales operations or field operations within a global enterprise software company
• Proven track record of driving operational excellence and strategic improvements in a complex, matrixed sales environment
• Expertise in sales forecasting, pipeline management, and quota setting at a global scale
• Strong analytical skills with experience using CRM (Salesforce), BI tools (Tableau, Power BI), and Excel for data analysis and reporting
• Deep understanding of enterprise sales cycles, methodologies (MEDDIC, SPIN, Challenger), and best practices for field sales optimization
• Exceptional ability to communicate and collaborate with sales leadership, marketing, finance, and product teams to drive alignment
• Experience working with executive leadership and influencing decision-making through data-driven insights
• Ability to manage multiple priorities, drive process improvements, and operate in a fast-paced, high-growth global environment

Responsibilities

• Monitor and analyze key performance indicators (KPIs) for field sales, providing actionable insights to leadership and driving data-backed decision-making
• Partner with sales leadership to develop accurate revenue forecasts, assess pipeline health, and proactively mitigate risks while identifying opportunities for growth
• Evaluate sales performance by region, optimize territory assignments, and collaborate with sales strategy teams to finalize annual territory and quota planning
• Support sales leaders in preparing for QBRs, MBRs, and leadership reviews by delivering the right data, insights, and strategic recommendations
• Identify bottlenecks in the sales cycle, refine sales methodologies, and implement process improvements to enhance efficiency, conversion rates, and deal closure times
• Work closely with marketing to align lead generation with field sales priorities and coordinate with technical teams (pre-sales, post-sales) to ensure a seamless customer experience
• Act as a key resource for field sales teams on operational processes, systems, and tools. Gather requirements for system enhancements and drive continuous improvements

Benefits

• Competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay
• $177,000 - $214,200 USD (full range for growth goes into the high $240's)
• $196,000 - $238,000 USD (full range for growth goes into the high $280's)