Sales Operations Director

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture.  We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. 

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. 

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. 

Why You Should Apply: 

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have:

The Sales Operations Director, AMER will be an integral member of the Revenue Operations team, and will also partner closely with Sales, Customer Success, and Marketing teams to support Field Sales and Sales Leadership in AMER through Go-To-Market Planning, Sales Process Optimization, CRM System & Implementation, and driving operational initiatives to increase sales productivity and efficiency. This role will be critical support to the VP of Sales AMER and will be tasked with improving sales effectiveness in the region. This team member will implement measurable processes to improve sales & marketing efficiency and will support sales leadership by producing actionable reporting and analysis to drive day-to-day strategy and tactics.

What You Will Do Daily:

• Strategic Partner To Sales Leadership

• Act as a trusted advisor to the Sales Leadership team in AMER, as well as the broader global GTM Team.

• Support leadership in executing strategic sales initiatives, ensuring alignment with company objectives and driving overall growth.

Forecasting, Analytics & Performance Management

• Develop and manage sales forecasting, pipeline and performance analysis using key metrics to drive accuracy, efficiency, and data-driven decision-making.

Sales Process Optimization & Standardization

• Analyze pipeline health, implement best practices, and enhance sales processes for scalability, consistency, and improved sales effectiveness. 
• Implement best practices to enhance repeatability, scalability, and operational excellence within sales processes.

  

Annual Planning & Revenue Growth Programs

• Lead sales capacity planning, territory management, quota setting, and compensation planning while driving initiatives to support new business, upsell, and cross-sell opportunities.
• Structure and evaluate business problems, design and implement actionable recommendations and track success metrics

Executive & Cross-Functional Support

• Provide business analysis and insights for QBRs, leadership meetings, and strategic discussions, collaborating across Sales, Marketing, and Customer Success teams.

Change Management & Adaptability

• Effectively manage and adapt to evolving business structures, processes, and priorities while fostering collaboration and innovation.

The Experience You Will Need:

• 5+ years of experience in sales operations, data analysis, or a related field (preferably within a B2B environment)
• People that are currently IC’s or managers willing to move into an IC role for the medium term (i.e. 1+ years)
• Proven success in driving operational excellence
• Coming from working directly with Sales Leaders, supporting everything from Sales forecast, operational rigor, building Salesforce reports, and running day-to-day analytical requests
• A strong mix of business, strategy and analytical capability
• Owner mindset, with excellent collaboration skills and an ability to dive deep and navigate through ambiguity
• High motivation for continuous improvement and ability to drive impact
• Understanding of and ability to articulate trends in churn, expansion, ARR, LTV, CAC, etc. 
• Significant experience working with Salesforce, Google Sheets/Excel & Tableau
• Superior organizational and analytical skills
• Ability to independently identify problems, propose solutions and execute on those solutions
• Experience working with a SaaS company; high growth startup experience
• Experience working in a high-volume, PLG, or inbound-demand Marketing and Sales GTM funnel
• Experience working in multinational organizations
• Bachelor's degree in Business Management or Finance concentration

Why You Will Love It Here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

Benefits of Working with Sonar:

• Flexible comprehensive employee benefit package.
• We encourage usage of our robust time-off allocations. You will receive 25 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.
• Monthly catered events, and team events

We Value Diversity, Equity, and Inclusion:

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures.

We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.

We do not currently support visa candidates in the US.

Applications that are submitted through agencies or third party recruiters will not be considered.