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Snowflake's Revenue Operations organization is seeking a Director of Field Sales Operations to support the USMajors Sales organization. Reporting to the Senior Director of Global Field Operations, you will serve as a strategic operating partner to sales leadership, translating business priorities into focused operational agendas, territory designs, and optimal resource allocation.
Key responsibilities include:
- Lead and scale a high-performing Field Operations team, setting clear expectations, coaching strategic judgment, and building talent for expanded organizational responsibility.
- Serve as the voice of the field across cross-functional decisions (planning, compensation, reporting), 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.
- Deliver actionable insights to executive leadership on sales performance and strategic priorities.
- Lead long-range operational planning for the theater, building scalable multi-year go-to-market strategies, capacity models, and growth frameworks.
- Establish and drive accountability for a unified operating rhythm, inspecting pipeline, forecast, revenue performance, and overall book of business across the field.
- Actively collaborate with cross-functional business partners (Finance, Planning & Compensation, Alliances, HR/Recruiting) to ensure aligned business management and maximize seller productivity.
- Partner closely with Sales and Solution Engineering leadership to streamline operational workflows and optimize resource alignment.
- Drive practical adoption of AI and automated workflows across core go-to-market operations—including forecasting, reporting, and pipeline hygiene—to increase capacity and improve productivity.
Snowflake is positioning itself as an AI-native enterprise, and this role emphasizes using AI as a core collaborator in planning, analysis, and execution. The hyper-growth environment requires an evolving approach to go-to-market strategy with increasing reliance on AI-driven insights.
Requirements:
- 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 senior leadership level
- Strong presentation skills and ability to influence varying organizational functions at varying levels of seniority
- Comfort using AI tools (e.g., Cortex, Copilot, or similar assistants) to accelerate analysis, reporting, and decision-making
- Bachelor's degree; MBA a plus
