Workiva is standing up its first dedicated Global Field Operations organization, and the Americas Field Operations Director is a founding member of it. You will be the operating partner to the Americas sales leaders and report into the VP of Global Field Operations, giving you deep regional partnership and an independent, comparable view of the business.
Your first priority is to stand up the basics of a predictable sales organization (weekly forecast, pipeline inspection, deal reviews, and quarterly business review inputs), landing Workiva's global operating framework across the Americas' segments, subregions, and leaders and tailoring how it runs to the local realities that matter. This is a hands-on build-and-operate role that also needs a strategic mind: the mechanisms you set up now must scale as Workiva grows, and your scope is expected to grow with them. This is an individual contributor role that leads through influence, mechanisms, and the quality of insight.
Success is measured by a reduction in end-of-quarter heroics (quarter over quarter improvement in forecast accuracy, conversion rate, deal progression on buyer evidence rather than optimism, early risk identification, and successful interventions), strong, trusted relationships with the field leadership team, and an effective, lightweight operating rhythm involving the right stakeholder and surfacing the right business signals timely.
What You'll Do
Operate as a trusted operating partner to 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 our 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
How You Work
Strategic and proactive: you see patterns behind misses and build mechanisms that continue to work at twice the size
Direct and respectful: you develop defensible points of view and challenge assumptions, including your own
Curious and action oriented : you dig into root causes, move with speed, and have a bias for fixing over escalating
Analytical and pragmatic : you are comfortable with complexity, effective at synthesizing imperfect information, and skilled at translating analysis into decisions
What You'll Need
Minimum Qualifications
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…