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: 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 

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 

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 

Why Black Duck
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. Pay Range
$128,000—$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.