The Senior Manager, Account Executives is a pivotal revenue leadership role designed to build, scale, and operationalize Sonatype’s high-velocity commercial engine. Operating at the intersection of hyper-growth commercial execution and AI-enabled sales productivity, this leader will drive the strategy and daily execution for a cohort of Velocity Account Executives managing high-volume, sub-30-day transactional sales cycles.
This is a pivotal opportunity to build the next generation of Sonatype’s commercial sales engine. As we scale toward $500M, we’re looking for a hands-on sales leader who can turn a high-velocity team into both a predictable revenue engine and a genuine talent factory for our wider GTM organisation.
You’ll lead from the front—coaching deals, developing sellers, creating outbound discipline and using AI to fundamentally improve how the team works. If you love building teams, developing talent and turning potential into performance, this is the kind of leadership role where you can leave a real mark.
Role Outcomes:
Commercial Velocity & Quota Attainment: Achieve and exceed regional revenue targets by leading a team of AEs each managing an $800k–$1.1M ARR quota, closing 32–44 transactions annually ($10k–$30k average ARR) with sub-30-day deal velocity.
Operating Architecture & Team Scale: Design and implement the GTM operating model, rep onboarding playbooks, and territory guardrails to get new cohort hires productive within 60 days before scaling headcount.
AI Operational Productivity: Embed Level 2–3 AI sales workflows across the team (AI prospecting research, message personalization, Gong call summarization, Salesforce auto-logging) to maximize activity velocity without administrative burnout.
Talent Development & Leadership Pipeline: Recruit, coach, and retain top early-career closing talent, establishing the Velocity AE track as Sonatype's premier internal GTM talent launchpad.
Responsibilities:
Lead daily/weekly pipeline generation, deal inspection, and active deal coaching cadences across the Velocity AE cohort.
Inspect CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics across all deal stages.
Coach reps on conducting autonomous technical product walk-throughs (Sonatype Firewall and Repository) without SE partnership.
Strategic ResponsibilitiesPartner with RevOps and Sales Leadership to define non-overlapping regional/vertical territories and discounting authority guardrails.
Build and refine outbound sales playbooks, leveraging AI generation tools to scale personalized outreach across target accounts.
Analyze deal velocity data to identify high-converting buyer triggers and streamline the sub-30-day transactional close motion.
Cross-Functional ResponsibilitiesPartner with Enablement to design role-specific onboarding certifications and continuous learning paths for early-career sellers.
Collaborate with Marketing and RevOps on targeted outbound campaigns and lead routing rules.
Feed real-time field insights to Product Marketing regarding buyer objections, competitive moves, and feature requests.
We’re looking for more than a sales manager, we want a true coach, talent builder and commercial operator who gets genuine satisfaction from making sellers better.
We’ll prioritise leaders from software supply chain security, SCA, AppSec, DevSecOps, developer tooling and adjacent cybersecurity markets who already understand our buyers, competitive landscape and technical sales motion.
You’ll be hands-on with pipeline, deals, Gong calls, outbound execution and rep development, while using AI to remove friction and accelerate productivity.
Most importantly, we want a builder who can turn this team into both a high-velocity revenue engine and one of Sonatype’s strongest internal talent pipelines. If you want to build the team people want to join and develop the sellers our competitors wish they could hire, we want to hear from you.
2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024
Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year"
SD Times: Best in Show Security
Fast Company Best Workplaces for Innovators 2024
The Herd Top 100 Private Software Companies 2024
2023 Leader in Forrester-Wave for Software Compensation Analysis
2023 Gartner's Magic Quadrant
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)
Skills Required
- Experience leading and coaching Account Executives in a high-velocity sales environment
- Ability to drive pipeline generation, deal inspection, forecasting, quota attainment, and CRM discipline
- Experience recruiting, developing, and retaining early-career sales talent
- Experience with software supply chain security, software composition analysis, application security, DevSecOps, developer tooling, or adjacent cybersecurity markets
- Experience using AI-enabled sales workflows and tools such as Salesforce, Clari, or Gong
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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