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Director, Field Operations

US - Remote

About Us

Since 2016, dbt Labs has been on a mission to help analysts create and disseminate organizational knowledge. We've pioneered the practice of analytics engineering, built the primary tool in the analytics engineering toolbox, and have been fortunate enough to see a fantastic community coalesce to help push the boundaries of the analytics engineering workflow. Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and over 5,100 dbt Cloud customers.
 
As of February 2025, we surpassed $100 million in annual recurring revenue (ARR), scaling from $2M ARR to this milestone in only four years. Simultaneously, we've exceeded the 5,000 customer mark, with 85% year-over-year growth in adoption among Fortune 500 companies. This momentum is fueled by dbt’s critical role as the data control plane for enterprise data teams around the world, who rely on the technology to transform data into reliable, actionable business insights. We're rapidly growing and looking for passionate people to join our global team. Learn more about what makes us special by checking out our values here.
 

This role is ideal for a strategic thinker who thrives in a dynamic environment and is passionate about driving efficiency and effectiveness across a global sales organization. You will support both direct and channel sales models, leveraging your project management skills to drive process improvements at scale. You'll also play a key role in sales enablement, incentive compensation planning, and optimizing the sales tech stack to enhance efficiency and overall sales performance.

As the Director of Field Operations, you will drive the success of our global field sales organization by providing data-driven insights, optimizing sales processes, and ensuring strategic alignment. You will analyze key performance metrics, support sales forecasting, and enhance pipeline management to identify growth opportunities and mitigate risks. 

About The Role:

Your expertise in territory planning and quota management will optimize coverage, while your collaboration with marketing, pre-sales, and post-sales teams will streamline operations and improve the customer experience.

Ready to roll up your sleeves and dive in? If so, we’d love to hear from you!

Key Responsibilities:

  • Data Analysis & Reporting: Monitor and analyze key performance indicators (KPIs) for field sales, providing actionable insights to leadership and driving data-backed decision-making.
  • Sales Forecasting & Pipeline Management: Partner with sales leadership to develop accurate revenue forecasts, assess pipeline health, and proactively mitigate risks while identifying opportunities for growth.
  • Territory Planning & Quota Management: Evaluate sales performance by region, optimize territory assignments, and collaborate with sales strategy teams to finalize annual territory and quota planning.
  • Business Management & Reviews: Support sales leaders in preparing for QBRs, MBRs, and leadership reviews by delivering the right data, insights, and strategic recommendations.
  • Sales Process Optimization: Identify bottlenecks in the sales cycle, refine sales methodologies, and implement process improvements to enhance efficiency, conversion rates, and deal closure times.
  • Cross-Functional Collaboration: 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.
  • Field Team Support: Act as a key resource for field sales teams on operational processes, systems, and tools. Gather requirements for system enhancements and drive continuous improvements.

Qualifications & Experience:

  • 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.

 

Perks & Benefits:

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

In select locations (including Boston, Chicago, Denver, Los Angeles, Philadelphia, New York City, San Francisco, Washington, DC, and Seattle), an alternate range may apply, as specified below.

The typical starting salary range for this role is:

* $177,000 - $214,200 USD (full range for growth goes into the high $240's)

The typical starting salary range for this role in the select locations listed is:

* $196,000 - $238,000 USD (full range for growth goes into the high $280's)

 

Who we are

At dbt Labs, we have developed strong opinions on how companies should practice analytics.

Specifically, we believe that:

  • Code-based transformations offer unmatched flexibility and transparency across various “multi-player” development to power everyone in the organization to collaborate on a common language
  • Data analysts should adopt similar practices and tools to software developers
  • Critical analytics infrastructure should be controlled by its users as open source software
  • Analytic code itself — not just analytics tools — will increasingly be open source

It turns out that a lot of other people believe this too! Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and 5,100 companies paying for dbt Cloud. Our customers include JetBlue, Hubspot, Vodafone New Zealand, and Dunelm. dbt is synonymous with the practice of analytics engineering, defining an entire industry. We’re backed by top investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. 

dbt Labs is an equal opportunity employer. We're committed to building an inclusive team that welcomes a diversity of perspectives, people, and backgrounds regardless of race, color, national origin, gender, sexual orientation, age, religion, disability, citizenship, veteran status, or any other protected status. We feel strongly that whether or not your experience exactly fits the job description, your passion and skills will stand out and set you apart even if your career has taken some twists and turns.  If you are on the fence about whether you meet our requirements, we encourage you to apply anyway! Please reach out to us directly at recruiting@dbtlabs.com if you need assistance or an accommodation. 

Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page here. 

dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. Equity or comparable benefits may be offered depending on the legal or country limitations.

 

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