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Sonatype is the software supply chain management company.
The Role
Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.
From running the world's largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the world’s only solution that stops malicious open-source malware in its tracks, we're constantly innovating and serving thousands of organizations and over 15 million developers around the world.
We have lofty goals for our technology and intelligence to power all software engineering and security teams. And, we need you to do that. Join us!
Learn more at www.sonatype.com.
This is a pure-play strategic growth leadership role.
As RVP of Strategic Accounts, you will lead Sonatype’s most commercially critical enterprise portfolio across the Americas. You will inherit a concentrated set of high-value global accounts and a team of elite Strategic Account Executives (10–12 accounts each) with one mandate:
Create material new revenue inside complex, multi-billion-dollar enterprises.
This is not a renewal oversight role.
This is not customer success.
This is high-discipline, executive-level expansion selling.
Your remit is to drive growth through white-space capture, competitive displacement, enterprise-wide standardisation, and multi-year platform expansion — while protecting and expanding multi-million-dollar ARR relationships.
Your north star: ≥120% Net Revenue Retention driven by strategic expansion.
What You Will Own
Enterprise Expansion at Scale
Architect and execute multi-year growth strategies across Sonatype’s most strategic accounts.
Drive new business inside existing customers — new divisions, new geographies, new use cases.
Lead competitive takeouts and enterprise-wide consolidation plays.
Build C-suite and board-level relationships that position Sonatype as mission-critical infrastructure.
Elite Sales Leadership
Lead and elevate a team of high-calibre Strategic Account Executives.
Instil rigorous MEDDIC discipline, value-based selling, and inspection cadence.
Drive pipeline intensity, deal velocity, and forecast precision.
Coach teams through complex, multi-threaded enterprise cycles with six- and seven-figure expansion outcomes. This is a performance culture. High accountability. High standards. High reward.
Commercial Performance
Own and exceed expansion quota, NRR, and GRR across a multi-million-dollar portfolio.
Maintain disciplined forecasting and risk management.
Personally engage in the largest, most strategic growth plays.
Ensure flawless execution from strategy to close.
Strategic Influence
Shape enterprise adoption of software supply chain security at the highest levels.
Influence product direction through executive-level customer insight.
Partner cross-functionally to orchestrate large-scale enterprise expansion programs.
The Profile We’re Seeking
This role is designed for proven enterprise sales leaders who:
Have led strategic or named-account teams selling into Fortune 500 organisations.
Consistently deliver 120%+ NRR or expansion targets.
Thrive in complex, multi-stakeholder, executive-led sales cycles.
Operate with intensity, precision, and commercial discipline.
Know how to turn a strong install base into a growth engine.
You understand that the real revenue is in the whitespace.
You know how to unlock it.
Why This Role Matters
You will lead the strategic revenue engine of the company that defined software supply chain management.
You will own relationships that shape the security posture of the world’s most influential enterprises.
And you will do it in a role built for ambitious, performance-driven sales leaders who want to operate at the highest level of enterprise growth execution.
Who are you:
- 10+ years in enterprise software (SaaS, DevOps, cybersecurity) with 3+ years leading regional or global strategic-account teams.
- Proven success managing $10 M+ ARR portfolios and achieving NRR ≥ 120 % in complex, multi-stakeholder environments.
- Extensive expertise in the SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, and AI-assisted development tools.
- Executive presence with the ability to engage CxO stakeholders across engineering, security, and business domains.
- Strategic, data-driven, and emotionally intelligent; able to lead through ambiguity and change while keeping teams focused.
- Fluent at navigating diverse business cultures across America.
It would be outstanding if you also had:
- Proven ability to partner with CxO-level executives in both technical and business domains.
- Familiarity with version-control systems, pipeline automation, code-quality/testing frameworks, and software supply-chain security solutions.
- Experience leveraging customer-health metrics, product telemetry, and CRM insights to shape account strategy.
Things that we are proud of:
- 2023 Forrester Leader in SCA
- #1 ranked SCA
- 2022 Frost & Sullivan Technology Innovation Leader Award: Sonatype earned Frost & Sullivan’s 2022 Global Technology Innovation Leadership Award in Development and Operations (DevOps) Security.
- NVTC 2022 Cyber Company of the Year: Sonatype was named Commercial Cyber Company of the Year and a Capital Cyber Award-winner by the Northern Virginia Technology Council (NVTC)
- 2022 Annual Peer Award: Sonatype’s Nexus Lifecycle won a PeerSpot Silver Peer Award as a leading Enterprise Technology solution in the Software Composition Analysis category.
- 2022 Best in Biz Award: Sonatype CEO Wayne Jackson was recognized as a Silver Winner in the Best in Biz Awards' Executive of the Year category.
- Tech Ascension Awards: Sonatype was named the Best DevOps Security Solution for Nexus Lifecycle and Nexus Firewall (Software Composition Analysis).
- BuiltIn Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list and Washington DC Best Midsize Places to Work list.
- Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)
Why This Role Matters
Sonatype’s Strategic Accounts represent not just revenue, but long-term strategic relationships that directly influence our product, brand, and trajectory. As the RVP leading this function, you are a linchpin between customer advocacy and company growth—shaping the narrative and performance of how we serve and expand our most valuable partnerships in the region.
Travel RequirementsUp to 30 % travel across EMEA for customer and team engagements.
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The Company
What We Do
The Sonatype journey started almost 15 years ago, just as the concept of “open source” software development was gaining steam. From our humble beginning as core contributors to Apache Maven, to supporting the world’s largest repository of open source components (Central), to distributing the world's most popular repository manager (Nexus), we’ve played a meaningful role in helping the world embrace the power of open innovation. We empower developers and security professionals with intelligent tools to innovate more securely at scale. Our platform addresses every element of an organization’s entire software development life cycle, including third-party open source code, first-party source code, and containerized code. Sonatype identifies critical security vulnerabilities and code quality issues and reports results directly to developers when they can most effectively fix them. This helps organizations develop consistently high-quality, secure software which fully meets their business needs and those of their end-customers and partners. More than 2,000 organizations, including 70% of the Fortune 100, and 15 million software developers rely on our tools and guidance to help them deliver and maintain exceptional and secure software.
Why Work With Us
We're on a mission to change how the world innovates by making software development easier. Already used by 15 million developers, we have lofty goals for our technology to be in the hands of every engineering team. And, we need you to do that. Join us!
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