VP of Global Field Operations

Role Description

The VP of Global Field Operations reports into the SVP of Revenue Operations in a $1B SaaS business. The leader is the primary engine for regional execution and operational discipline and ensures that the global GTM strategy is translated into consistent, high-performance activity and execution across the Americas, EMEA, and APJI.

Core Responsibilities: VP of Global Field Operations

• Global Sales Execution & Forecasting
  • Global CRO Operating Cadence: Own the design and execution of the global operating cadence, establishing a consistent rhythm of the business through structured health assessments, performance reviews, and targeted remediation actions.
  • Forecast Management: Own the global weekly, monthly, and quarterly sales forecasting process, ensuring high accuracy and transparency across all geographic regions (Americas, EMEA, APJI).
  • Pipeline Health: Establish and monitor global standards for pipeline creation, coverage, and conversion. Implement rigorous "inspection" cadences to identify risks and opportunities early in the sales cycle.
  • AOP Alignment: Drive regional adherence to the Annual Operating Plan (AOP), ensuring that bookings targets are met within the defined Sales/GTM cost envelope.
• Operationalizing the "Pod" Model & Productivity
  • Pod Scaling: Lead the field implementation of the "Pod" structure, ensuring efficient ratios between quota carriers and non-quota carriers (Sales, Services, and Renewals).
  • Performance Management: Implement active performance management frameworks at the field level, using data to drive accountability and identify top-tier vs. underperforming units.
  • AE Productivity: Directly monitor and improve "Productivity per AE" by identifying and removing friction in the localized sales process.
• Field Adoption of Customer Engagement Standards
  • Customer Engagement Lifecycle Execution: Act as the primary field champion for the standardized Customer Engagement Lifecycle (CEL). Own the field sales processes, practices and workflows that cross-functionally deliver successful sales outcomes.
  • Methodology Consistency: Standardize sales methodologies (e.g., MEDDPICC, Value Selling) across global theaters to ensure a common language and predictable outcomes.
• Strategic Planning & Compensation Interlock
  • Compensation Feedback Loop: Partner with the Strategy & Planning team to ensure Sales Compensation plans are effectively driving the desired behaviors in the field. Provide real-time feedback on the efficacy of incentives.
  • Territory & Quota Management: Oversee the annual and mid-year territory carving and quota distribution process, ensuring equitable and optimized coverage across all segments and regions.
• Partner & Services Integration
  • Partner-Led Motion: Enable the field to execute the "Partner-Led" revenue strategy, ensuring regional Sales Operations support Tech, ISV, and Service partner involvement in deals.
  • PS/MS Attach Rates: Drive operational focus on Professional Services and Managed Services attach rates during the deal cycle to improve customer success and outcome-based expansion.
• Deal Desk & Commercial Rigor
  • Commercial Discipline: Work closely with Deal Operations to ensure high-velocity, high-integrity deal structuring. Ensure regional teams are following global pricing and packaging standards, especially regarding new consumption-based pricing models.
  • Friction Reduction: Continuously identify regional bottlenecks in the "Quote-to-Cash" process and partner with the Director of Strategic Programs to implement scalable solutions.
• Leadership & Organizational Maturity
  • Global Team Leadership: Directly manage and mentor regional operations leaders in the Americas, EMEA, and APJI, fostering a culture of excellence and making RevOps a "career destination."
  • Change Agency: Serve as a lead change agent, modeling the use of new AI-guided tools and processes in daily work to encourage field adoption.

Key Performance Indicators (KPIs)

• Forecast Accuracy: Variance of actuals vs. forecast within a +/- 5% range.
• Net NARR Growth: Achieving regional and global targets for new and renewal revenue.
• AE Quota Attainment: Increasing the percentage of the field reaching or exceeding targets.
• Pipeline Cover Ratio: Maintaining healthy 3x+ coverage for future quarters.
• Sales/GTM Cost Envelope: Staying within budgeted acquisition costs while scaling.

Benefits

• Comprehensive suite of benefits designed to help each member of our team thrive.
• Voluntary healthcare coverage in countries where applicable.
• Paid time off to recharge and spend time with loved ones.
• Open Mentoring Program designed to create meaningful connections that support growth.

Company Description

Sprinklr was founded in 2009 to solve a big problem: growing enterprise complexity that separated brands from their customers. Our vision was clear: to unify fragmented teams, tools and data — helping large organizations build deeper, more meaningful connections with the people they serve.

• Lead a new category of enterprise software that we call Unified-CXM.
• Empower companies to deliver next generation, unified engagement journeys that reimagine the customer experience.
• Create a culture of customer obsession, with trust, teamwork, and accountability.