Teams at Sonatype

Lead and scale a high-performing regional enterprise sales team across US East to drive predictable net-new ARR, compress sales cycles, improve forecast accuracy, and increase adoption within Fortune 100 accounts. Coach AEs on deal execution, manage pipeline governance in Salesforce and Clari, align pre-sales and renewals, design territory capacity, and serve as executive sponsor on large transactions.

The Sales Engineer at Sonatype collaborates with account managers to improve customer software development practices through technical recommendations and innovative solutions, while engaging in demonstrations and RFP processes.

Drive indirect revenue across EMEA by building strategic reseller relationships, enabling partner-led pipeline generation, managing commercial execution with fulfillment partners, leading joint account planning and enablement, and maintaining pipeline/forecast hygiene in Salesforce and the partner portal.