Head of Field Engineering Operations

The shape of it

In the posting’s own words

We are looking for a Head of Field Engineering Operations to join our Revenue Operations team. In this role, you’ll architect the systems, processes, and insights that enable a fast-growing Field Engineering organization to scale even more effectively. As a strategic partner to the VP of Field Engineering, you will own the operational backbone that enables our Solutions Architects, Developer Success Engineers, Customer Success Engineers, Technical Account Managers, and Professional Services teams to deliver outsized customer impact. You will build and lead a team that brings discipline to capacity planning, territory alignment, performance measurement, and customer lifecycle management— while constantly asking how we can use better tooling, smarter automation, and tighter feedback loops to make the organization faster and sharper. You will report to the Head of Revenue Operations, and the role will be hybrid in-office in San Francisco.

What it asks for · 7

• 8+ years of experience in operations, strategy, or technical program leadership supporting field engineering, solutions, or customer-facing technical organizations at high-growth SaaS companies, with at least 3 years building and leading teams
• Demonstrated experience standing up or scaling operational frameworks for pre-sales and post-sales technical teams (e.g., Solutions Architects, Sales Engineers, Professional Services, Customer Success Engineering)
• Proficiency in core GTM systems and architecture (e.g. Salesforce administration and architecture, including custom objects, flows, reporting, and integration with ecosystem applications)
• Track record of building territory planning, capacity modeling, and compensation design processes for technical field teams at companies with $100M+ ARR
• You think in systems— you can assess a Field Engineering org end-to-end, identify where the biggest operational leverage points are, and translate that into a prioritized roadmap that helps us iterate, accelerate, and scale
• Strong analytical instincts paired with a bias toward execution— you instrument what matters, make it visible and actionable, and use it to drive operating cadences that keep teams accountable
• Proven ability to operate as a true partner to VP-level technical leaders— someone who earns a seat at the table by translating ambiguous org-level priorities into concrete operational plans and driving them cross-functionally with Sales, Finance, Product, and RevOps

Also a plus

• Have experience building operations functions from the ground up within a Field Engineering or Solutions Architecture organization
• Have worked in developer tools, infrastructure, or cloud platform companies with strong PLG and enterprise sales motions
• Have experience with post-sales lifecycle management, including consumption-based pricing models, onboarding funnels, and customer health scoring frameworks
• Have a point of view on how AI, automation, and internal tooling can fundamentally change how a technical field org operates— and have shipped something that demonstrates it
• Are comfortable with technical tooling beyond Salesforce— e.g., writing SQL for ad hoc analysis, building lightweight internal tools, or partnering closely with GTM Engineering teams on platform builds

What the job covers

• Own the end-to-end operational strategy for Field Engineering— designing and optimizing the processes, systems, and frameworks that enable the SA, DSE, CSE, TAM, and Professional Services teams to operate at scale and deliver measurable customer impact.
• Build, lead, and develop a high-performing Field Engineering Operations team, establishing the function as a strategic pillar within the FE organization and a trusted partner to FE leadership.
• Shape and iterate on how Field Engineering is organized and runs— driving changes to team structures, role definitions and RACI, and engagement models as the team scales, and pressure-testing those proposals with a deep understanding of people, process, and data.
• Drive capacity planning, territory design, and resource allocation across Field Engineering— ensuring alignment with GTM teams and with sensitivity to unique regional coverage models across AMER, EMEA, and APAC.
• Own the pre- to post-sales lifecycle framework, including technical win and onboarding forecasting, go-live tracking, and consumption ramp measurement— building the systems, processes and insights that give leadership visibility into customer time-to-value and FE team effectiveness.
• Define and maintain the FE metrics and reporting infrastructure— developing KPIs, dashboards, and health scoring models that provide actionable insights on team performance, account engagement, and customer outcomes.

Tools and skills named

Words the posting leans on

• field engineering10×
• technical9×
• customer8×
• operations6×
• building5×
• operational5×
• organization5×
• systems5×
• experience4×
• frameworks4×
• models4×
• processes4×
• scale4×
• solutions4×
• architecture3×
• build3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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