Field Sales Operations Director
Location: DC Metro Area, Reston, VA; remote accepted on East Coast and Central region.
Role Overview
As a Field Sales Operations Director, you will operate as a highly tactical, hands‑on individual contributor, focused on delivering accurate sales data, forecasting, and operational execution across the field sales organization.
Responsibilities
- Own the accuracy of sales data within Salesforce (SFDC), ensuring pipeline, forecast, and account data are complete, clean, and reliable.
- Identify and resolve data inconsistencies, enforce data governance standards, and drive adoption of best practices across the sales team.
- Act as the primary owner of Salesforce processes supporting forecasting, pipeline management, and opportunity tracking.
- Ensure consistent usage of Salesforce across the field, including opportunity hygiene, stage progression, and data quality standards.
- Own weekly, monthly, and quarterly forecasting processes for Americas and Federal.
- Drive forecast accuracy and predictability, ensuring leadership has a clear, reliable view of the business.
- Analyze pipeline health, coverage, and risk to support informed decision‑making.
- Deliver accurate, timely reporting and dashboards that provide actionable insights to sales leadership.
- Build and maintain standardized reports and support ad‑hoc analysis with a strong focus on data credibility and consistency.
- Execute core sales operations processes including quota tracking, territory alignment support, and operational cadence management.
- Support account and opportunity reviews with data‑driven insights and clear reporting.
- Improve and document sales processes to increase efficiency and reduce variability.
- Drive adherence to standardized workflows with a focus on scalability and operational rigor.
Qualifications
- 12+ years of experience in Sales Operations, Revenue Operations, or Sales Analytics in a B2B technology environment.
- Deep, hands‑on expertise in Salesforce (SFDC) – pipeline management, reporting, and data governance.
- Deep understanding of CRM systems and sales processes (Clari, Quip) to enable and scale new and existing workflows.
- Proven track record of delivering highly accurate forecasting, reporting, and sales metrics.
- Strong analytical skills with the ability to translate data into clear, actionable insights.
- Advanced proficiency with Microsoft Office; expert‑level Excel skills required, with the ability to build executive‑level presentations.
- Detail‑oriented with a strong focus on data accuracy, consistency, and operational execution.
- Experience supporting field sales teams in a fast‑paced, execution‑driven environment.
- Demonstrated ability to operate as a hands‑on individual contributor (not a strategic or partnership‑focused role).
Benefits
- Flexible workplace policies.
- Employee resource groups.
- Learning and development resources.
- Career progression pathways.
- Community engagement initiatives.
- Global employee wellness programs to support physical, emotional, and financial well‑being.
EEO Statement
Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.
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