Director of Revenue Operations
Fulton, MD / Washington, D.C. - Remote / Tysons, VA
Sales – Sales - RevOps /
Full-Time /
Hybrid
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 or special need that requires accommodation, please do not hesitate to let us know.
