Senior Sales Operations Analyst

ware developers, rely on Sonatype to optimize their software supply chains.

As a Senior Sales Operations Analyst you will step into a pivotal role at the intersection of technology, data analysis, operations and sales strategy.

Your primary objective is to empower our sales team with the tools, processes, insights, and support they need to excel at every stage of the sales cycle. Your day-to-day activities will revolve around harnessing the power of Salesforce to drive efficiency, transparency, and productivity within our sales organization. This means diving deep into the intricacies of Salesforce's functionalities, from customizing fields and workflows to designing comprehensive reports and dashboards that provide actionable insights into our sales performance.

You'll work closely with sales leadership to understand their objectives, challenges, and pain points, translating these insights into tailored solutions that optimize our sales processes and drive revenue growth.

What you'll do

• Sales Strategy & Support

• Serve as the subject matter expert contact for sales-related operational queries across Sales, Marketing, Finance, Legal, and Customer Success.

• Partner with sales leadership to evaluate and improve sales processes, reporting frameworks, and sales performance metrics.

• Review quotes and deals to support sellers in winning high-impact deals that contribute significant revenue to the business, ensuring alignment with strategic goals and profitability targets.

• Systems Ownership

• Design, implement, and maintain Salesforce customizations including workflows, validation rules, approval processes, roles, and profiles.

• Manage Salesforce RCA processes, including multi-year quoting, pricing strategies, and Conga template configurations.

• Ensure the health and accuracy of data across CRM and integrated tools.

• Reporting & Insights

• Create and maintain Salesforce reports and dashboards to monitor KPIs, forecast bookings, and track campaign performance.

• Provide regular updates to leadership on sales performance and trends, highlighting opportunities for growth or remediation.

• Project Leadership

• Lead cross-functional initiatives involving sales process automation, new tool implementation, and system integrations.

• Guide rollout strategies and ensure user adoption through training, documentation, and ongoing support.

• Enablement & Training

• Train and mentor sales reps and stakeholders on sales systems, tools, quoting processes, and pipeline management.

• Support change management efforts related to CRM and sales tooling improvements.

Who you are

• 5+ years of experience in a Sales Operations Analyst or equivalent sales operations role.

• Active Salesforce Administrator Certification.

• Proficiency in Salesforce CPQ and Salesforce reporting/dashboard creation.

• Deep understanding of quoting, bookings lifecycle, and sales funnel management.

• Strong knowledge of sales operations best practices, hierarchy structures, and product catalog management.

• Experience working with cross-functional teams and leading process improvement initiatives.

It'd be outstanding if you also had

• Salesforce Sales Cloud Consultant, CPQ Specialist, or Agentforce Specialist certifications.

• Experience integrating Salesforce with internal tech stacks (e.g., Ironclad, Fullcast, Docusign or BI tools).

• Working knowledge of lead management systems and marketing-to-sales handoff processes.

• Experience within the DevOps or DevSecOps industry or a SaaS company.

What we're proud of

• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards

• 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology

• 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)

• 2023 Fast Company Best Places for Innovators

• 2023 Gartner's Magic Quadrant

• 2023 Software Report's Top 100 Software Companies

• 2023 BuiltIn Best Places to Work

• 2022 Frost & Sullivan Technology Innovation Leader Award

• 2022 PeerSpot Silver Peer Award in Software Composition Analysis

• 2022 Tech Ascension Best DevOps Security Solution Award

• 2022 NVCT Cyber Company of the Year

• Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.

• Paid Volunteer Time Off (VTO)

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.

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.