Director, Field Engineering Strategy & Execution

Key Responsibilities 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. Requirements 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. Preferred Qualifications Experience in a company selling technical/developer-oriented products where the SE org is deeply involved in the sales cycle (databases, infrastructure, dev tools, security). Experience standing up or scaling a Field Engineering function through a growth or transformation phase. Familiarity with AI-assisted GTM tooling (forecast automation, deal-risk scoring, technical win/loss analysis). Scripting or automation experience (Python, Apps Script) for building recurring reporting pipelines outside of BI-tool constraints. The annual base salary range for this position based in the United States is listed below. This salary range is an estimate, and the actual salary may vary based on Neo4j’s compensation practices, job related skills, depth of experience, relevant certifications and trainings, in addition to geographic location. Based on the factors above, Neo4j utilizes the full width of the range. In addition to the range below, US employees are eligible for a stock option grant and certain roles are eligible for an annual bonus. Employees in this position are also eligible to participate in the Company’s standard benefit programs, which currently include the following: medical, dental, and vision benefits, 401(k), paid time off, and certain leaves of absence. Annual Base Salary Range for This Role $190,000 — $265,000 USD Why Join Neo4j? Neo4j is, without question, the most popular graph intelligence platform in the world. We have customers in every industry globally, and our products are a proven product/market fit. Joining our team is an opportunity to shape the future of data and analytics. Below are just a few exciting facts about Neo4j. Neo4j is one of the fastest-scaling technology companies in this industry. It recently surpassed $200M in annual recurring revenue (ARR), doubling its ARR over the past three years. Raised the biggest funding round in database history ($325M Series F). Backed by world-class investors like Eurazeo, GV (formerly Google Ventures), and Inovia Capital, Neo4j has raised over $600M in funding and is currently valued at over $2Bn. This puts Neo4j among the most well-funded database companies in history. 84% of the Fortune 100 and 58% of the Fortune 500 use Neo4j. Examples include Boston Scientific , BT Group , Caterpillar , Cisco , Comcast , Department for Education UK , eBay , NBC News , Novo Nordisk , Worldline , and others . Co-founder and