Director of Revenue Operations

Summary

Join Sonatype, a leader in secure software supply chain solutions, as our Director of Revenue Operations. Lead the global RevOps team, scaling our revenue engine and enhancing forecast accuracy. You will design and execute scalable forecasting methodologies, improve forecast accuracy, and develop performance dashboards. Leverage generative AI to enhance productivity and optimize global operations across regions. Architect and refine scalable processes, optimize resource allocation, and manage the revenue tech stack. This role requires strong leadership, data analysis, and cross-functional collaboration skills.

Requirements

• 10+ years of experience in Revenue Operations or related roles, with at least 3 years in a leadership position
• Proven track record of improving forecast accuracy and leading global operations at scale
• Strong understanding of SaaS metrics, sales processes, and pipeline management
• Excellent communication and cross-functional collaboration skills
• Data-first mindset with a passion for continuous improvement and operational excellence

Responsibilities

• Lead the design and execution of scalable forecasting methodologies in collaboration with Sales, Finance, and Customer Success
• Establish data-driven frameworks to improve forecast accuracy and drive accountability across GTM teams
• Develop dashboards and KPIs to monitor performance against revenue goals, pipeline health, and conversion metrics
• Provide strategic insights to the executive team for quarterly planning, board reporting, and investor updates
• Identify and execute use cases for generative AI to enhance productivity across RevOps functions (e.g., predictive analytics, content generation, reporting automation)
• Partner with IT and data science teams to pilot, evaluate, and scale AI-driven tools
• Drive a culture of innovation by evangelizing AI adoption and providing training to internal teams
• Architect and refine scalable processes that support global growth across EMEA, APAC, and North America
• Optimize resource allocation by developing operational playbooks tailored for regional GTM teams
• Leverage lower-cost geographies for talent and operational functions, ensuring a balance between quality and cost-efficiency
• Own the end-to-end evaluation, implementation, and management of the revenue tech stack (CRM, CPQ, BI tools, etc.)
• Ensure data hygiene, system integration, and ease of use across all revenue systems
• Continuously assess new tools and technologies that can streamline operations and eliminate friction in the buyer journey

Preferred Qualifications

• Experience with generative AI applications in a business or operations context is highly preferred
• Familiarity with tools such as Salesforce, Clari, HubSpot, Looker/Tableau, and AI/automation platforms

Benefits

• Remote-first culture with preference for Washington, D.C. Metro presence
• Competitive compensation and equity packages
• Mission-driven organization transforming the way software is built and secured
• Opportunities to work on innovative technologies including AI/ML
• Inclusive, transparent, and values-driven culture
• Parental leave
• Flexible working practices