Director of Global Field Operations

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains. Sonatype is looking for a Director of Field Strategy & Operations to serve as a high-level operational partner to our field leadership and help us scale the way our global field organization operates through an AI Ops and modern Revenue approach. This role reports directly to the Chief Revenue Officer and is ideally based on the West Coast to support APJ overlap, with a global remit across Sonatype’s field organisation. Sonatype is building the next phase of its commercial operating model: a more focused, repeatable enterprise growth engine for Global 2000 and $5bn+ revenue organisations. We sell through direct new-logo acquisition, expansion and cross-sell within existing customers, and channel/partner routes to market. This leader will help make those motions work together with greater pace, rigour and consistency globally. This is a builder role. You will not inherit a finished operating model and simply maintain it. You will diagnose where the organisation is losing momentum, design the mechanisms that improve execution, and establish the commercial cadence, accountability and cross-functional alignment required to scale. You will work alongside Revenue Operations, Enablement and Sales Strategy as a close commercial partner—not duplicate or impede their mandates. Revenue Operations owns the systems, data architecture and operational infrastructure; Enablement owns readiness, capability development and field programmes. This role brings the field perspective to the table: identifying the highest-value execution problems, setting the business cadence and translating commercial priorities into coordinated action across those teams. This is not a traditional administrative, program management, or reactive Sales Operations role. We are looking for a strategic, AI-minded field operator who functions as a trusted partner to field executives. You will sit at the intersection of Sales, Solutions Consulting, Field Marketing, Enablement, Sales Strategy, Sales Programs, and Revenue Operations, creating the operating discipline, AI-driven insights, and cross-functional alignment required to turn strategy into measurable commercial results. You will be trusted to step into critical business rhythms—including forecast, pipeline, and strategic performance reviews—leading them with commercial judgement, authority, and data-driven command of the business. By championing an AI Ops approach, you will leverage advanced analytics and AI-enabled revenue tools to identify pipeline bottlenecks, optimize sales execution, establish clear operating cadences, mobilize cross-functional leaders, and drive strategic initiatives through to business outcomes. As Sonatype continues to grow and evolve its go-to-market organization, this role will also help shape how our field functions operate at scale. O