Sales Operations Director - APJ

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.

Job Overview

The Sales Operations Director, APJ 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 APJ through Go-To-Market Planning, Sales Process Optimisation, CRM System & Implementation, and driving operational initiatives to increase sales productivity and efficiency. This role will be critical support to the VP/GM of Sales 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.

Key Responsibilities

Strategic Partner To Sales Leadership

• Act as a trusted advisor to the Sales Leadership team in APJ, 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 Optimisation & Standardisation

• Analyse 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.

Qualifications

• 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 rigour, 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 organisational and analytical skills
• Ability to independently identify problems, propose solutions and execute on those solutions
• Located in Singapore, willing to come into the office at least 3 days a week

Preferred Skills:

• 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 organisations
• Bachelor's degree in Business Management or Finance concentration