About the Job:
LaunchDarkly is looking for a Senior Field Operations Manager to support our Global Growth sales organization, including Corporate, Mid-Market, and Small Enterprise Account Executives, as well as SDRs across AMER and EMEA.
Through strong relationships, deep context, and an understanding of how the field actually operates day to day, you will serve as an embedded, consultative business partner to sales leadership, frontline managers, and the sales team overall. In this role, you will help bring structure, rigor, and clarity to how the business is run by strengthening operating rhythms, improving forecast quality, and reducing surprises across pipeline, deal progression, and core sales processes.
You will partner closely with Sales Enablement, RevOps, Data & Insights, Marketing, and other GTM teams to translate strategy into scalable, repeatable workflows that the field can actually execute. This role is ideal for someone who thrives in high-velocity environments, enjoys creating order out of ambiguity, earns trust quickly, balances empathy with accountability, and enjoys helping leaders plan proactively rather than react late.
Responsibilities:
Serve as the Voice of the Field & Strategic Business Partner
- Build trusted relationships with sales leadership, frontline managers, and their teams to deeply understand day-to-day challenges, friction points, and operational needs.
- Synthesize qualitative field feedback with quantitative signals to form an independent, balanced point of view.
- Identify patterns and themes across the field and translate them into clear problem statements, recommendations, and business impact for GTM leadership.
- Support leadership through pre-briefs and post-briefs by highlighting risks, opportunities, and focus areas tied to pipeline health and execution.
- Ensure two-way communication by helping the field understand the “why” behind process decisions, operating changes, and prioritization tradeoffs.
Drive Operational Excellence & Core Sales Operating Rhythms
- Partner with sales leadership to reinforce and maintain operating rhythms across forecasting, pipeline inspection, deal reviews, and business reviews.
- Help ensure forecasting is planful and disciplined by supporting pre-work, risk identification, and follow-through during deal inspection and forecast calls.
- Diagnose pipeline health by assessing quality vs. quantity, focus vs. capacity, and translating insights into actionable guidance for managers and reps.
- Operationalize core sales processes (e.g., opportunity management and inspection standards) within weekly and monthly rhythms.
- Clarify purpose, inputs, and expected outcomes for “run-the-business” activities to reduce duplication and improve execution quality.
Partner Cross-Functionally to Enable Reliable Execution
- Work closely with Sales Enablement to ensure programs are implemented smoothly, reinforced through managers, and adopted consistently in the field.
- Partner with RevOps and Systems teams to translate field pain points into clear, actionable system or process requirements.
- Support major tool and process rollouts by helping define field readiness, sequencing, and adoption risks.
- Collaborate with Marketing and Campaign teams to improve campaign follow-up reliability, including ownership, timing, and tooling expectations.
- Serve as a first-line escalation point when sales processes or workflows break, routing issues to the appropriate owner and ensuring closure.
Measure, Inspect, and Improve Operational Performance
- Track key performance indicators related to pipeline health, forecast accuracy, and execution quality to identify trends and risks.
- Use data and field insight to inform recommendations, prioritize improvements, and refine workflows over time.
- Document and scale best practices across regions while allowing for regional nuance.
- Continuously refine field guidance based on performance data, leader feedback, and observed execution gaps.
Support Business Reviews, QBRs, and Leadership Readouts
- Support preparation for quarterly and monthly business reviews by helping clarify focus areas, storyline, and key metrics.
- Synthesize themes, risks, and action items from reviews into durable artifacts and clear follow-up plans.
- Ensure review outputs translate into next-step priorities and operating adjustments, not just presentations.
About You:
- You are operationally minded, detail-oriented, and proactive in identifying gaps and solving problems.
- You enjoy acting as a thought partner to sales leaders and managers, balancing empathy for the field with accountability to the business.
- You bring structure to ambiguous problems and can translate complexity into clear actions.
- You thrive in cross-functional environments and communicate clearly with stakeholders at multiple levels.
- You are data-informed and comfortable combining quantitative insight with qualitative judgment.
- You are energized by improving how teams operate, not just launching new initiatives.
Qualifications:
- 8+ years of experience in field operations, revenue operations, sales programs, enablement, or a related GTM role.
- Experience supporting Growth, Corporate, Mid-Market, SMB, or other high-velocity sales teams.
- Strong understanding of sales processes, opportunity management, and inspection frameworks.
- Hands-on experience partnering with sales managers and leaders on forecasting, pipeline health, and deal execution.
- Firsthand experience in sales or as an SDR in a SaaS environment.
- Experience working with Salesforce, Gong, forecasting workflows, and enablement platforms (e.g., Highspot, Saleshood, or similar).
- Strong project management, organizational, and communication skills.
- Comfortable managing multiple priorities in a fast-moving, evolving environment.
- Experience partnering cross-functionally with Enablement, RevOps, Marketing, Product Marketing, and Data & Insights teams.
Why you'll love working here:
- You’ll help shape how a globally distributed, high-growth sales team operates.
- You’ll partner closely with sales and GTM leaders, influencing both strategy and execution.
- You’ll work in a culture that values clarity, collaboration, and continuous improvement.
- You’ll play a key role in strengthening the operational foundation of a critical growth segment at LaunchDarkly.
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000**
- Zone 3: All other US locations - $116,000 - $159,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected].
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