Join our companies in their quest to drive powerful, positive, change that endures.

Director, Sales Operations (EMEA/APAJ)



Sales & Business Development, Operations
London, UK
Posted on Thursday, June 13, 2024
Why should I Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, France, the UK, Singapore, and Germany. We believe team members should have the opportunity 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: provide solutions that deliver Clean Code.
The impact you can have
The Sales Operations Director will be an integral member of not only the Sales Operations team, but will also partner closely with Sales, Customer Success, and Marketing teams to support Field Sales and Sales Leadership in EMEA / APJ 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 GM of EMEA / APJ - 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.

On a daily basis, you will:

  • Serve as a trusted advisor and sales operations lead to field sales and sales leadership in EMEA / APJ and the broader Global team
  • Develop, track and manage the forecast process, performance analysis, and metrics/KPIs to drive forecast accuracy
  • Partner with Sales and critical cross-functional teams to execute on annual planning (e.g. sales capacity planning, territory planning and management, comp plan design, quota setting, etc.)
  • Lead pipeline performance analysis to ensure quality and to identify areas of concern and best practices. Use this analysis to provide actionable feedback and areas of focus Drive sales analytics data gathering, reporting, and improvements
  • Implement best practices and standardization of sales processes, keeping repeatability and scalability top of mind
  • Ensure alignment of Sales team with overall company objectives and priorities
  • Use data and qualitative information to drive and optimize our business
  • Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics
  • Define programs and processes that promote landing new business, up-sell and cross-sell opportunities in partnership with Sales, Marketing and Customer Success
  • Help drive the preparation of QBRs and sales leadership offsite
  • Align and drive strategic initiatives from Sales leadership across internal Sonar resources and groups to further improve sales performance
  • Partner to prepare business analysis for QBRs, Summits, All Hands and lead staff calls for Sales lead as needed.
  • Maintain effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjust effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.

The skills you will demonstrate

  • 7+ years of experience in Sales Operations or Business OperationsProven success in driving operational excellence High motivation for continuous improvement and ability to drive impact
  • Experience working with a SaaS company; high growth startup experience a plus
  • Experience working in a high-volume, PLG, or inbound-demand Marketing and Sales GTM funnel
  • Understanding of and ability to articulate trends in churn, expansion, ARR, LTV, CAC, etc. Business Intelligence, Analytics and Data experience (Tableau, SF)
  • Superior organizational and analytical skills
  • Ability to independently identify problems, propose solutions and execute on those solutions
  • Experience working in multinational organizations is a plus
  • Bachelor's degree in Business Management or Finance concentration a plus
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!). We believe that the best idea wins and everyone has a voice.
We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!
We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work.
We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.
We prioritize Diversity, Equity, and Inclusion:
At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.
We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, 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 clear results of a comprehensive background check conducted prior to the start date.