Job Locations US-VA-Home Office

Workplace Type

Hybrid

Category

Sales Operations

Req No.

2026-7988

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 riverbed.com

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 operate as a highly tactical, hands-on individual contributor focused on delivering accurate sales data, forecasting, and operational execution across the field sales organization. This role is centered on owning Salesforce-driven processes, ensuring data integrity, and producing reliable, business-critical sales metrics that leadership can trust.

You will partner closely with sales leadership to ensure forecast accuracy, pipeline visibility, and reporting consistency, with a strong emphasis on precision, accountability, and execution—not partnerships or strategy ownership.

Sales Data Accuracy & integrity

• 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

Salesforce ownership & process execution

• 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
  

Forecasting & pipeline management

• Own weekly, monthly, and quarterly forecasting processes for Americas and Federal
• Drive forecast accuracy and predictability, ensuring leadership has a clear and reliable view of the business
• Analyze pipeline health, coverage, and risk to support informed decision-making
  

Reporting & Analytics

• 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
  

Sales Operations Execution

• 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

Process Discipline & Continuous Improvement

• Improve and document sales processes to increase efficiency and reduce variability
• Drive adherence to standardized workflows with a focus on scalability and operational rigor
  

• 12+ years of experience in Sales Operations, Revenue Operations, or Sales Analytics in a B2B technology environment
• Deep, hands-on expertise in Salesforce (SFDC)—including pipeline management, reporting, and data governance
• Deep understanding of CRM systems and sales processes (Clari, and 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)

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 talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.

Benefits & Perks vary by Country.

With a 20-year history of innovation, Riverbed is agile and proven—and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer-first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people—bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It’s the Power of WE that binds us together and drives high-impact success.

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.

Check us out on:
www.riverbed.com
@LifeAtRiverbed

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