Field Sales Operations Director

Riverbed. Empower the Experience

Riverbed, the leader in AIOps for observability, helps organizations optimize their users’ experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed’s open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry‑leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere.

Together with our thousands of market‑leading customers globally – including 95% of the FORTUNE 100 – we are empowering next‑generation digital experiences. Learn more at

Title: Field Sales Operations Director

Location: DC Metro Area, closest office is Reston, VA; open to Remote based:
East coast, central region.

As a Field Sales Operations Director
, you will serve as an experienced individual contributor focused on delivering operational excellence across the field sales organization. You will own core sales operations processes, drive improvements in forecasting and reporting, enhance data quality and process consistency, and provide actionable insights that support effective execution across the business. This role is centered on hands‑on sales operations expertise, continuous improvement, and reliable delivery of business‑critical reporting and forecasting outcomes.

• Operational execution and rigor – Drive consistent execution of core sales operations processes, monitor performance against key operating cadences, and ensure timely, accurate delivery of recurring business activities.
• Sales operations planning support – Support quarterly and annual sales planning processes through disciplined execution of coverage, quota, and operational workflows, ensuring alignment, accuracy, and timely delivery.
• Sales forecasting and reporting – Own standard and ad hoc forecasting and reporting for the Americas and Federal geographies; improve forecast accuracy, reporting cadence, data integrity, and adoption of reporting outputs.
• Account and opportunity operations – Act as the subject matter expert for Rules of Engagement, account coverage, and opportunity management processes; support disciplined account planning and close planning through clear process guidance and operational follow‑through.
• Sales process improvement and documentation – Refine, document, and continuously improve core sales processes to increase productivity, reduce friction, and ensure clear, scalable operating procedures across the sales organization.
• Quota and compensation operations – Support quota setting and compensation administration through accurate documentation, system updates in Salesforce (SFDC), and timely communication of approved changes to the Commissions team.

• Experience in Sales Operations, Channel Operations, Sales, Sales Finance, or a similar role in a fast‑paced technology company (hardware or software).
• Proven track record delivering high‑quality forecasting, reporting, business analysis, account and opportunity review support, and executive‑ready insights in a fast‑paced sales environment.
• Demonstrated ability to operate effectively as an experienced individual contributor, managing complex operational workflows, driving process improvements, and delivering results across cross‑functional teams.
• Advanced proficiency with Microsoft Office; expert‑level Excel skills required, with the ability to build executive‑level presentations.
• Deep understanding of CRM systems and sales processes (, Clari, and Quip) to enable and scale new and existing workflows.
• Strong command of business intelligence tools, including building (or managing the build of) reports and enabling sales teams on the value and use of analytics.

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new…