Sales Analytics Lead

Black Duck Software, Inc.

14h•$128,000 - $158,000•Hybrid

About The Position

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.

Requirements

Bachelor’s 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

Responsibilities

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)
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
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
Translate data into clear insights: what’s 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
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
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