Sales Analytics Lead
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.
Sales Analytics Lead
Location: US-Hybrid / US-Remote
Job Type: Full-time
Job Description
Seeking a Sales Analytics Lead 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.
This is a senior individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Data teams.
Key Responsibilities
Sales Reporting & Dashboard Practices
Own end-to-end sales reporting frameworks, dashboards, and scorecards
Develop role-based dashboards for reps, managers, and leadership
Establish reporting standards (definitions, filters, governance) and ensure a single source of truth
Embed reporting into business cadences (pipeline reviews, QBRs, exec readouts)
KPI Framework & Performance Reporting
Define and govern the core KPI framework used to manage the business
Deliver reporting on seller attainment, productivity, and performance distribution
Provide visibility across company, region, segment, and rep levels
Track performance trends (QoQ, YoY) and highlight gaps
Pipeline Health & Analytics
Develop reporting on pipeline creation, coverage vs target, and pipeline gaps
Build pipeline inspection views (progression, aging, stalled deals)
Implement funnel analytics (conversion rates, time in stage)
Deliver rolling and 12-month pipeline trend analysis
Business Insights & Trend Analysis
Translate data into clear insights: whatâs happening, why, and what actions are needed
Provide insights across win rates, revenue quality, renewal performance, cross-sell, and customer trends
Deliver executive-ready reporting for weekly, monthly, and quarterly reviews
Identify trends across segments, regions, and brands
Cross-Functional Collaboration
Partner with Sales, RevOps, Finance, Marketing, and Data teams on KPI definitions and reporting standards
Ensure data accuracy and alignment across systems
Support reporting operationalization, validation, and continuous improvement
Leadership & Ownership
Own the sales reporting ecosystem, ensuring scalability, accuracy, and adoption
Lead cross-functional analytics initiatives that impact business performance measurement
Serve as subject matter expert in sales reporting and pipeline analytics
Operate independently with high ownership of deliverables
Qualifications and Skills
Bachelorâs degree in business, analytics, or related field
8+ years in Sales Analytics, Sales Operations, or Business Intelligence
Experience with sales reporting, KPI frameworks, and pipeline analytics
Advanced Excel, Salesforce (or CRM), and Tableau (or similar tools)
SQL or data modeling experience
Experience building scalable dashboards and reporting frameworks
Strong analytical and problem-solving skills
Ability to translate complex data into actionable insights
Strong communication and stakeholder influence skills
Experience working cross-functionally across Sales, RevOps, and Finance
Why Black Duck
Black Duck is at the forefront of securing modern software in an era defined by AIâdriven development and rapidly evolving cyber threats. As a leader in application security, we partner with global enterprises to deliver scalable, dataâdriven solutions that power secure innovation. For Sales Analytics professionals, Black Duck offers the opportunity to work at the intersection of data and revenue â leveraging SQL, building scalable dashboards, and developing forecasting models that directly inform executive decisionâmaking. Youâll 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, youâll play a critical role in shaping how data drives our next phase of success.
Pay Range
$128,000â$158,000 USD
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.
Apply To This Job
Sales Analytics Lead
Location: US-Hybrid / US-Remote
Job Type: Full-time
Job Description
Seeking a Sales Analytics Lead 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.
This is a senior individual contributor role with strong cross-functional influence across Sales, RevOps, Finance, and Data teams.
Key Responsibilities
Sales Reporting & Dashboard Practices
Own end-to-end sales reporting frameworks, dashboards, and scorecards
Develop role-based dashboards for reps, managers, and leadership
Establish reporting standards (definitions, filters, governance) and ensure a single source of truth
Embed reporting into business cadences (pipeline reviews, QBRs, exec readouts)
KPI Framework & Performance Reporting
Define and govern the core KPI framework used to manage the business
Deliver reporting on seller attainment, productivity, and performance distribution
Provide visibility across company, region, segment, and rep levels
Track performance trends (QoQ, YoY) and highlight gaps
Pipeline Health & Analytics
Develop reporting on pipeline creation, coverage vs target, and pipeline gaps
Build pipeline inspection views (progression, aging, stalled deals)
Implement funnel analytics (conversion rates, time in stage)
Deliver rolling and 12-month pipeline trend analysis
Business Insights & Trend Analysis
Translate data into clear insights: whatâs happening, why, and what actions are needed
Provide insights across win rates, revenue quality, renewal performance, cross-sell, and customer trends
Deliver executive-ready reporting for weekly, monthly, and quarterly reviews
Identify trends across segments, regions, and brands
Cross-Functional Collaboration
Partner with Sales, RevOps, Finance, Marketing, and Data teams on KPI definitions and reporting standards
Ensure data accuracy and alignment across systems
Support reporting operationalization, validation, and continuous improvement
Leadership & Ownership
Own the sales reporting ecosystem, ensuring scalability, accuracy, and adoption
Lead cross-functional analytics initiatives that impact business performance measurement
Serve as subject matter expert in sales reporting and pipeline analytics
Operate independently with high ownership of deliverables
Qualifications and Skills
Bachelorâs degree in business, analytics, or related field
8+ years in Sales Analytics, Sales Operations, or Business Intelligence
Experience with sales reporting, KPI frameworks, and pipeline analytics
Advanced Excel, Salesforce (or CRM), and Tableau (or similar tools)
SQL or data modeling experience
Experience building scalable dashboards and reporting frameworks
Strong analytical and problem-solving skills
Ability to translate complex data into actionable insights
Strong communication and stakeholder influence skills
Experience working cross-functionally across Sales, RevOps, and Finance
Why Black Duck
Black Duck is at the forefront of securing modern software in an era defined by AIâdriven development and rapidly evolving cyber threats. As a leader in application security, we partner with global enterprises to deliver scalable, dataâdriven solutions that power secure innovation. For Sales Analytics professionals, Black Duck offers the opportunity to work at the intersection of data and revenue â leveraging SQL, building scalable dashboards, and developing forecasting models that directly inform executive decisionâmaking. Youâll 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, youâll play a critical role in shaping how data drives our next phase of success.
Pay Range
$128,000â$158,000 USD
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.
Apply To This Job