Wait, What Do You Do?

<div class="content-intro"><p>Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.</p></div><p><strong>Sales Analytics Lead  <br></strong>Location: US-Hybrid / US-Remote <br>Job Type: Full-time </p> <p><strong>Job Description </strong></p> <p>Seeking a <strong>Sales Analytics Lead</strong> to own and evolve the sales reporting and performance management framework across the organization. This role defines how the business is measured, establishes standardized KPIs, and delivers insights that drive execution from frontline sellers to executive leadership. </p> <p>This is a senior individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Data teams. </p> <p><strong>Key Responsibilities </strong></p> <p>Sales Reporting & Dashboard Practices </p> <ul> <li>Own end-to-end sales reporting frameworks, dashboards, and scorecards </li> </ul> <ul> <li>Develop role-based dashboards for reps, managers, and leadership </li> </ul> <ul> <li>Establish reporting standards (definitions, filters, governance) and ensure a single source of truth </li> </ul> <ul> <li>Embed reporting into business cadences (pipeline reviews, QBRs, exec readouts) </li> </ul> <p>KPI Framework & Performance Reporting </p> <ul> <li>Define and govern the core KPI framework used to manage the business </li> </ul> <ul> <li>Deliver reporting on seller attainment, productivity, and performance distribution </li> </ul> <ul> <li>Provide visibility across company, region, segment, and rep levels </li> </ul> <ul> <li>Track performance trends (QoQ, YoY) and highlight gaps </li> </ul> <p>Pipeline Health & Analytics </p> <ul> <li>Develop reporting on pipeline creation, coverage vs target, and pipeline gaps </li> </ul> <ul> <li>Build pipeline inspection views (progression, aging, stalled deals) </li> </ul> <ul> <li>Implement funnel analytics (conversion rates, time in stage) </li> </ul> <ul> <li>Deliver rolling and 12-month pipeline trend analysis </li> </ul> <p>Business Insights & Trend Analysis </p> <ul> <li>Translate data into clear insights: what’s happening, why, and what actions are needed </li> </ul> <ul> <li>Provide insights across win rates, revenue quality, renewal performance, cross-sell, and customer trends </li> </ul> <ul> <li>Deliver executive-ready reporting for weekly, monthly, and quarterly reviews </li> </ul> <ul> <li>Identify trends across segments, regions, and brands </li> </ul> <p>Cross-Functional Collaboration </p> <ul> <li>Partner with Sales, RevOps, Finance, Marketing, and Data teams on KPI definitions and reporting standards </li> </ul> <ul> <li>Ensure data accuracy and alignment across systems </li> </ul> <ul> <li>Support reporting operationalization, validation, and continuous improvement </li> </ul> <p>Leadership & Ownership </p> <ul> <li>Own the sales reporting ecosystem, ensuring scalability, accuracy, and adoption </li> </ul> <ul> <li>Lead cross-functional analytics initiatives that impact business performance measurement </li> </ul> <ul> <li>Serve as subject matter expert in sales reporting and pipeline analytics </li> </ul> <ul> <li>Operate independently with high ownership of deliverables </li> </ul> <p>Qualifications and Skills </p> <ul> <li>Bachelor’s degree in business, analytics, or related field </li> </ul> <ul> <li>8+ years in Sales Analytics, Sales Operations, or Business Intelligence </li> </ul> <ul> <li>Experience with sales reporting, KPI frameworks, and pipeline analytics </li> </ul> <ul> <li>Advanced Excel, Salesforce (or CRM), and Tableau (or similar tools) </li> </ul> <ul> <li>SQL or data modeling experience </li> </ul> <ul> <li>Experience building scalable dashboards and reporting frameworks </li> </ul> <ul> <li>Strong analytical and problem-solving skills </li> </ul> <ul> <li>Ability to translate complex data into actionable insights </li> </ul> <ul> <li>Strong communication and stakeholder influence skills </li> </ul> <ul> <li>Experience working cross-functionally across Sales, RevOps, and Finance </li> </ul> <p><strong>Why Black Duck</strong><br>Black Duck is at the forefront of securing modern software in an era defined by AI‑driven development and rapidly evolving cyber threats. As a leader in application security, we partner with global enterprises to deliver scalable, data‑driven solutions that power secure innovation. For Sales Analytics professionals, Black Duck offers the opportunity to work at the intersection of data and revenue — leveraging SQL, building scalable dashboards, and developing forecasting models that directly inform executive decision‑making. You’ll collaborate closely with Sales, Finance, and Operations to translate complex datasets into clear, actionable insights that drive pipeline visibility, performance optimization, and strategic growth. With continued global expansion and investment in key markets, you’ll play a critical role in shaping how data drives our next phase of success.</p><div class="content-pay-transparency"><div class="pay-input"><div class="title">Pay Range</div><div class="pay-range"><span>$128,000</span><span class="divider">—</span><span>$158,000 USD</span></div></div></div><div class="content-conclusion"><p>Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.</p></div>