Senior Sales Operations Analyst

About the Company

Sonatype is a leader in software supply chain security. The company offers the most advanced, end-to-end software supply chain security solutions, providing proactive protection against malicious open source, enterprise-grade SBOM management, and an open source dependency management platform. Trusted by over 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, Sonatype helps enterprises develop secure, high-quality software at scale. With a history of contributing to the open source community and pioneering solutions like Nexus Repository and Maven Central, Sonatype continues to innovate in the software development space.

About the Role

As a Senior Sales Operations Analyst, you will play a critical role at the intersection of technology, data analysis, and sales strategy. Your main goal will be to provide support to the sales team by offering tools, processes, and insights that help them excel in their sales cycle. You will leverage Salesforce to improve efficiency, visibility, and productivity across the organization, tailoring solutions to meet the needs of our sales teams.

Key Responsibilities:

1. Sales Strategy & Support:
   • Act as the point of contact for operational questions from teams such as Sales, Marketing, Finance, Legal, and Customer Success.
   • Work with sales leadership to optimize sales processes and performance metrics.
   • Review quotes and deals to help secure revenue-driving agreements, ensuring they meet strategic and financial targets.
2. Systems Ownership:
   • Customize Salesforce to align with sales operations by managing fields, workflows, approval processes, roles, and profiles.
   • Oversee Salesforce processes including quoting, pricing strategies, and Conga template configurations.
   • Maintain data integrity within Salesforce and its integrated tools.
3. Reporting & Insights:
   • Develop and manage Salesforce reports and dashboards to monitor key performance indicators (KPIs) and campaign results.
   • Provide regular updates to leadership on sales trends, highlighting growth opportunities and areas needing attention.
4. Project Leadership:
   • Lead cross-functional projects related to sales automation, new tool integrations, and system enhancements.
   • Ensure smooth rollouts of new initiatives through effective training and documentation.
5. Enablement & Training:
   • Train and support sales representatives on tools, processes, and pipeline management to boost productivity.
   • Assist with change management efforts related to CRM and sales tools.

Qualifications:

• 5+ years in a Sales Operations Analyst role or similar position.
• Salesforce Administrator Certification.
• Proficient in Salesforce CPQ and creating reports/dashboards.
• Strong understanding of sales funnels, quoting cycles, and product catalog management.
• Experience working with cross-functional teams and leading process improvements.

Bonus Qualifications:

• Salesforce Sales Cloud Consultant, CPQ Specialist, or Agentforce Specialist certifications.
• Familiarity with internal tech stacks such as Ironclad, Fullcast, Docusign, or BI tools.
• Experience with lead management systems and the marketing-to-sales handoff process.
• Prior experience in DevOps, DevSecOps, or SaaS companies.

Why Sonatype:

• Awarded 2025 AI Compliance Solution of the Year (AI Breakthrough Awards).
• Recognized as an Industry Leader in Forrester’s 2024 Software Composition Analysis report.
• Named one of the Best Places to Work by BuiltIn and Fast Company.
• Enjoy a healthy work-life balance with benefits like Wellness Week, Paid Volunteer Time Off (VTO), and parental leave.
• Join a diverse and inclusive team where employees are empowered to be their true selves.

Complete details about this role can be found on the official website below: