Director of Field Engineering Strategy, Neo4j

• 10+ years in Sales/Revenue Operations, Field Engineering leadership, or GTM Strategy roles, with at least 3+ years in enterprise B2B software or infrastructure/data software
• Direct prior experience as a Solutions Engineer, Sales Engineer, or Field Engineer, or as a manager/RevOps partner directly supporting an SE organization
• Non-negotiable — this role requires firsthand credibility with the field engineering org, not secondhand familiarity
• Advanced, hands-on data manipulation and self-serve analytics capability: fluency in a BI tool (Looker, Tableau, or equivalent) and spreadsheet/data modeling at an advanced level (pivot modeling, complex formulas, or scripting in Python/Excel). This person primarily builds their own models and dashboards rather than requesting them from an analyst, although assistance from the Revenue Intelligence team is available when needed (but is secondary)
• Proven track record building headcount, capacity, and coverage models for a technical pre-sales organization
• Strong command of GTM data infrastructure: Salesforce or equivalent CRM, BI/reporting tools, forecasting methodology
• Demonstrated ability to operate across a matrixed reporting structure and drive alignment without direct authority
• Executive presence: able to present to CRO-level and VP-level stakeholders and hold ground on data-backed recommendations

Desirable

• The Director, Field Engineering Strategy & Execution is the operating partner for the Global Field Engineering organization, embedded within the Office of the CRO's GTM Strategy & Execution function
• This role owns the strategic planning, operational cadence, and performance infrastructure that enable the pre-sales/SE (“Field Engineering”) organization to scale efficiently against revenue targets
• It translates GTM strategy into Field Engineering execution — capacity planning, coverage models, productivity measurement, tooling, and enablement operations — while acting as the primary strategic advisor to the VP, Global Field Engineering on organizational design and resource allocation
• This is a hybrid role: formal reporting into GTM Strategy & Execution ensures alignment with company-wide revenue planning and cross-functional GTM systems; the strong dotted line into Global Field Engineering ensures the work is grounded in field reality and has direct influence over how the SE organization is run day to day
• Headcount & Capacity Planning
• Own the Field Engineering headcount model: current-state coverage, ratio benchmarking (SE:AE, SE:ARR, SE:Account), and forward capacity planning tied to pipeline and bookings targets
• Partner with Finance and RevOps on annual and in-year headcount requests, backed by data
• Build and maintain territory/coverage models across segments, regions, and specializations (e.g., vertical or product-line SE pods)
• Performance Operations & Reporting
• Define and own the Field Engineering KPI framework (e.g., SE utilization, POV win rate, technical win/loss, ramp time, deal-cycle involvement)
• Build and maintain leadership-facing dashboards and QBR materials for the Global Field Engineering organization
• Run the operating cadence: weekly/monthly business reviews, forecast rollups specific to technical validation stages, and escalation processes for at-risk deals requiring SE intervention
• Strategic Planning
• Translate company and GTM Strategy & Execution priorities into Field Engineering execution plans
• Lead annual planning for the Field Engineering org: goals, org structure, budget inputs, and success metrics
• Identify structural inefficiencies in field engineering deployment and recommend organizational or process changes
• Systems, Tools & Process
• Own the Field Engineering tech stack requirements (CRM data model for SE activity, POV/demo tracking, scheduling and capacity tools) in partnership with RevOps and Sales Systems
• Standardize and govern SE processes (deal qualification criteria for SE engagement, handoff protocols, POV governance) in partnership with Field Engineering leadership
• Drive adoption of AI-enabled tooling to improve SE productivity and reduce non-selling time
• Cross-Functional Partnership
• Serve as the primary liaison between Global Field Engineering and GTM Strategy & Execution, Revenue Operations, Sales, Product, and Finance
• Represent Field Engineering's operational needs in company-wide GTM planning cycles (territory carving, comp design, quota setting)
• Partner with Enablement on the SE certification and skills framework, ensuring it is grounded in capacity and performance data