Sales Operations Analyst

Employment Type: [Not Specified] Location Type: Remote-First Salary: $80,000 - $100,000 USD

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Position Overview

Chainguard is seeking a Sales Operations Analyst to act as a key business partner to Sales Leadership and Account Executives. This role is crucial for driving operational efficiency across sales planning, territory management, and pipeline governance, as well as leading automation efforts and enforcing internal rules of engagement. The ideal candidate possesses a blend of strategic thinking, process execution skills, and a passion for data-driven enablement.

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Responsibilities

Sales Partnership & Business Support

• Serve as a trusted advisor and operational partner to Sales Leaders and Account Executives.
• Provide hands-on, tactical support and strategic insights to enhance sales productivity.
• Translate business needs into actionable operational processes and analytics.

Territory Management

• Manage US-based territory optimization, balancing, and realignment.
• Own the end-to-end account assignment process, ensuring equitable and efficient coverage across Sales teams.
• Monitor and maintain territory data integrity within Salesforce and related systems.
• Identify and implement automation opportunities to streamline over 90% of the territory management lifecycle.

Pipeline & Forecasting Operations

• Establish and enforce pipeline management best practices in collaboration with Sales Leadership.
• Monitor pipeline health and stage hygiene to ensure forecast accuracy and consistency.

Process Documentation & Policy Governance

• Develop and maintain detailed process documentation and Standard Operating Procedures (SOPs) for key workflows.
• Educate sales teams on policies, territory definitions, and system usage.
• Drive adherence to internal rules of engagement (ROE), escalating violations and supporting remediation.

Systems & Special Projects

• Partner with GTM Systems on enhancements for Salesforce and connected tools.
• Lead and support cross-functional special projects requiring coordination across GTM functions.
• Perform ad hoc data analysis, reporting, and operational support as needed.

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Qualifications

• 2–3 years of experience in Sales Operations, Revenue Operations, or top-tier management consulting, preferably supporting Enterprise B2B SaaS organizations.
• Strong understanding of territory planning, pipeline governance, and sales process enablement.
• Proficiency in Salesforce.
• Proven ability to document, scale, and enforce operational processes.
• Advanced Excel/Sheets skills; experience with BI tools (Sigma) is a plus.
• Self-starter with excellent communication, prioritization, and project management skills.
• Comfortable navigating ambiguity in a fast-paced, high-growth environment.
• Ability to travel for Quarterly Business Reviews (QBRs) approximately 1x per quarter.

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About Us

Chainguard is the secure foundation for software development and deployment. We provide guarded open-source software, built from source and updated continuously, helping organizations eliminate threats in their software supply chains.

Founded by leading experts in open-source software, security, and cloud-native development, Chainguard has built the largest library of open-source software that is secure by default. Our mission is to be the safe source for open-source software.

We are guided by our company values:

• Customer Obsessed: We focus on delivering solutions that create value and improve our customers' lives.
• Bias for Intentional Action: We prioritize, plan, experiment, and learn quickly from failures.
• Don’t Take Ourselves Too Seriously (but we do serious work): We are solving important problems that require focus, but we also enjoy the journey.
• Trust Each Other and Assume Good Intentions: We are transparent with decisions to empower team members to make informed choices.

Benefits

• Flexible & Remote-First Culture: Work remotely with opportunities for team meetups, bi-annual destination summits, and a $400 monthly stipend for coworking space.

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Application Instructions

[Not Specified]