Director of Revenue Operations

ate performance.

Key Responsibilities

Bookings Forecast Accuracy & Accountability

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.

Generative AI Initiatives

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.

Scaling Global Operations

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.

Tech Stack Optimization

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.

Qualifications

• 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.

• 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.

• Excellent communication and cross-functional collaboration skills.

• Data-first mindset with a passion for continuous improvement and operational excellence.

Why Sonatype?

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

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.