Sonatype

Director of Revenue Operations

Washington, District of Columbia, United States

Not SpecifiedCompensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Software Development, BiotechnologyIndustries

Director of Revenue Operations

Employment Type: Full-Time

Position Overview

At Sonatype, we empower developers and organizations to innovate securely by providing tools that automate and enhance the software supply chain. With cutting-edge solutions and a global footprint, we're leading the way in helping companies deliver secure, high-quality software at scale. We are growing fast and looking for passionate, strategic thinkers to join our team and shape the future of software development.

Sonatype is seeking a strategic and data-driven Director of Revenue Operations to lead our global RevOps team. This role is instrumental in scaling our revenue-generating engine, enhancing bookings forecast accuracy, and driving operational excellence across regions and functions. The ideal candidate thrives at the intersection of analytics, process optimization, and cross-functional collaboration and is passionate about leveraging technology and generative AI to elevate 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... (rest of the sentence is cut off)

Skills

Revenue Operations
Forecasting
Sales Operations
Customer Success Operations
Data Analysis
Process Optimization
Generative AI
KPI Development
Dashboarding
Strategic Planning
Cross-functional Collaboration
GTM Strategy

Sonatype

Manages and secures open-source software usage

About Sonatype

Sonatype helps organizations manage and secure their use of open-source software, which is software that anyone can inspect and modify. Their main product, the Nexus Platform, automates DevOps processes and governs the usage of open-source software. This platform supports practices that combine software development and IT operations to speed up the development lifecycle and ensure high-quality software delivery. Sonatype serves a variety of clients, including IT leaders and developers across different industries, such as healthcare. Unlike many competitors, Sonatype offers both free and paid versions of their products, allowing users to manage software components effectively. Their goal is to provide tools that enhance software security and efficiency in development, generating revenue through subscriptions to their advanced features.

Fulton, MissouriHeadquarters
2008Year Founded
$150.5MTotal Funding
GROWTH_EQUITY_VCCompany Stage
Enterprise Software, CybersecurityIndustries
501-1,000Employees

Benefits

Distributed Workforce - Walls don’t make a company great, people do — and we have the best. While we have offices in the US in Maryland and Virginia, and also in London and Sydney, our growing and talented team lives and works anywhere and everywhere.
Mission Driven - We’re helping software developers harness the power of open source, while making software safer. What does that mean for you? An opportunity to join a smart, mission-oriented team that is changing how software is made.
Competitive Salary & Benefits - We believe in taking care of our team. That means more than just interesting work — it's great benefits, competitive compensation packages, flexible schedules, and an endless opportunity to learn and grow.
Open, Transparent, Diverse - Our varied experiences, locations, ethnicities, genders, and sexual orientations, make us a better company. That's why we're committed to bringing different backgrounds and perspectives into our organization.

Risks

Complex software supply chains pose challenges, with only 7% reviewing their risks.
Fixing critical vulnerabilities can take over 500 days, exposing clients to risks.
Partnership with Equifax may risk reputation if security improvements are not achieved.

Differentiation

Sonatype offers a full-spectrum software supply chain management platform.
The Nexus Platform automates DevOps processes and governs open-source software usage.
Sonatype's solutions are trusted by 15 million developers globally.

Upsides

Partnership with OpenText enhances vulnerability management for open-source and custom code.
Availability in AWS Marketplace expands customer base and streamlines platform management.
Recognition as a leader in Software Composition Analysis boosts credibility and client attraction.

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