Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we're helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands. Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals. But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Sr. Director of Field Operations and Enablement to join our growing team and focus on building out critical field operations processes to enable consistent and predictable outcomes across the Sales organization. This is a critical role in building out critical field operations processes to enable consistent and predictable outcomes across the Sales organization. What You'll Do: Reporting to the Chief Revenue Officer, the Sr. Director of Field Operations facilitates the enablement of direct and indirect sales teams in the achievement of their monthly, quarterly, and annual attainment, directing all operational processes required to run field sales in a consistent and predictable manner. Working in collaboration with the sales leaders, Sales Operations and Demand Generation, the ideal candidate is able to define, develop and execute a business operating model that delivers the targeted outcomes, while improving the effectiveness and efficiency of all field sales team members - including Account Executives, Sales Engineers, Channel Sales and Customer Success. Ensuring consistency and predictability in field productivity is the north star metric for this position. Responsibilities: Field Operations: * Working directly with the Chief Revenue Officer, develop an annual strategy, including direct and indirect revenue models. * Facilitate the field strategic plan with the Sales Leadership Team, including territory planning, quota setting, compensation plans, team(s) roles & responsibilities, aligning with functional leaders on scaling ratios. * Collaborating with Revenue Strategy and Operations, ensure the appropriate alignment of tools (Salesforce, ZoomInfo, Gong, etc.) and Business Intelligence reporting to support all operational processes. * Run operational cadences for weekly Rhythm of the Business Operations calls, weekly forecast calls, Strategic Deal Reviews, QBRs, Field Leadership Meetings, etc. * Define and run a cross functional Deal Desk process including Sales, Sales Operations, Cloud Operations, Finance and Legal to ensure appropriate diligence and risk management of all material sales transactions. * Work with the Channel Sales and Alliances teams to align our partner engagement, cadence and interlocks to support their business growth. * Work with our compensation team to develop annual variable and bonus compensation plans across the field organization, aligning to the annual and longer term business goals and behaviors required in the field. * Work with FP&A to align on HC, OPEX, and business financials. * Develop and lead cross functional GTM process and sales efficiency improvement projects with clear, measurable outcomes. Field Enablement: * Be a thought leader in the delivery of MEDDPIC and Value Selling methodologies across the field sales organization. * Lead the development of Backblaze specific Value Selling content in collaboration with Product, Sales Engineering and Marketing teams. * Collaborate with Marketing to arrange regular Product and competitive enablement. * Own the onboarding process for new Account Executives. * Collaborate with the Channel Sales and Alliances teams to manage the modification of Sales enablement content into appropriate Partner content. * Create a formal Sales Certification and Partner Sales Certification. * Own the agenda and logistics for regular field sales training updates. * Own the agenda and logistics for Sales Kickoff and a mid-year Sales Training event. The Right Fit: * 10+ years of experience in Field Operations, Enablement and/or Direct Sales. * Strong understanding of sales methodologies such as MEDDPIC, Command of the Message, processes such as territory planning, quota setting, forecasting, and best practices. * Excellent communication and presentation skills, with the ability to effectively train and influence sales professionals at all levels. * Demonstrated ability to develop and deliver engaging and impactful sales training programs. * Proficiency in using sales enablement tools, CRM systems, Customer Success platforms and content management platforms. Preferred platforms include Salesforce, ZoomInfo, Outreach, Hubspot, Gong, Crossbeam, Gainsight, Zendesk, MindTickle, Clari, etc. to provide predictable outcomes and improve productivity. * Analytical mindset with the ability to analyze sales data and provide actionable insights. * Strong project management skills with the ability to manage multiple initiatives simultaneously. Backblaze Perks: * Healthcare for family, including dental and vision * Competitive compensation and 401K * RSU grants for full-time employees * ESPP program * Flexible vacation policy * Maternity & paternity leave * MacBook Pro to use for work plus a generous stipend to personalize your workstation * Childcare bonus (human children only) * Fertility treatment and support * Learning & development program * Commuter benefits * Culture that supports a healthy work-life balance To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below. The expected salary range for this role is as follows: * $230,000 - $283,000 per year for candidates in the San Francisco Bay Area. * $200,000 - $258,000 per year for candidates in other U.S. locations. At Backblaze, we value being fair and good to our customers, partners, and employees. That's why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer. To understand more about the data we collect and process as part of your application, please view our Backblaze Employee Privacy Notice.