Director, Field Operations

Since 2016, dbt Labs has been on a mission to help analysts create and disseminate organizational knowledge. dbt Labs pioneered the practice of analytics engineering, built the primary tool in the analytics engineering toolbox, and has been fortunate enough to see a fantastic community coalesce to help push the boundaries of the analytics engineering workflow. Today there are 30,000 companies using dbt every week, 100,000 dbt Community members, and over 4,100 dbt Cloud customers. You can learn more about 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.

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 :

Compensation

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.

The typical starting salary range for this role is :

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

Who we are

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

Specifically, we believe that :

It turns out that a lot of other people believe this too! Today, there are 30,000 companies using dbt every week, 100,000 dbt Community members, and 4,100 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.

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Salary : $196,000 - $238,000