Workiva provides a cloud-based, AI-powered platform for connecting financial reporting, risk and compliance, and sustainability data in one collaborative workspace. Its tools help enterprise finance, legal, audit, and sustainability teams coordinate across systems, automate processes such as XBRL tagging, and preserve clear audit trails for regulated disclosures and assurance work. By bringing reporting data and workflows together, Workiva supports more consistent, traceable, and efficient decision-making.
Americas Field Operations Director
Lead sales operations across the Americas, strengthening forecasting, pipeline management, and performance routines. Support Workiva’s AI-powered platform for finance, risk, and sustainability.
Description
- Partner with the Americas field team to prepare for forecast calls, pipeline reviews, and quarterly business reviews.
- Establish and manage regional pipeline, forecasting, deal review, and performance routines.
- Improve forecast reliability by promoting sales processes and methodologies, inspecting deals with evidence, and reinforcing management accountability.
- Spot emerging performance risks and opportunities early enough to influence results.
- Turn commercial data into business assessments and recommend actions.
- Collaborate with Insights and Analytics to design, test, and roll out automation and AI tools for field teams.
- Promote consistent opportunity progression and management practices while reducing unnecessary friction for field teams.
- Find execution gaps, resolve them with the right owners, and raise systemic risks with supporting evidence and recommendations.
- Roll out global go-to-market initiatives, including new sales stages, across segments, industries, and subregions.
- Separate genuine local market needs from avoidable process differences.
- Build feedback channels from the Americas to Global Field Operations and cross-functional teams.
- Check planning assumptions against actual field results.
- Work with Enablement when skill or capability gaps limit performance.
- Coordinate with Partner Field Operations to bring partner-sourced and co-sell opportunities into a shared pipeline and forecast.
Requirements
- Bring at least 10 years of related experience in Sales Strategy and Operations, Field Operations, Business Operations, or Revenue Operations.
- Have built or substantially revamped forecasting, pipeline management, and operating cadences for a high-growth enterprise sales organization, ideally across multiple countries.
- Show measurable gains in forecast accuracy, pipeline discipline, or sales productivity in SaaS, while serving as a trusted operating partner to senior sales leaders.
- Demonstrate advanced skill with Salesforce or a comparable CRM.
- Demonstrate advanced skill with spreadsheet and presentation tools; Google Workspace is a plus.
- Know sales processes and qualification frameworks such as MEDDICC.
- Know forecasting and revenue intelligence platforms such as Clari and Gong.
- Hold an undergraduate degree or have an equivalent combination of relevant experience and expertise.
- Have supported a sales organization spanning multiple segments or regions.
- Have introduced sales stages, processes, or operating cadences and secured adoption across functions without direct authority.
- Have experience in sales process design, performance metrics, and go-to-market execution for enterprise SaaS.
- Be familiar with business intelligence platforms such as QuickSight, Tableau, or Power BI.
- Be familiar with modern cloud data platforms such as SQL or Snowflake.
- Understand the lead-to-cash process and sources of commercial process friction.
- Have experience with partner or co-sell sales motions.
- Be available to travel up to 25%.
- Have reliable home internet for remote collaboration across multiple time zones.
Benefits
- May receive a discretionary bonus, typically paid annually.
- Restricted Stock Units are granted upon hire.
- 401(k) matching contributions.
- Comprehensive employee benefits package.
- Remote work from anywhere within the country of employment.
- Reasonable accommodations are available for applicants with disabilities.