Sonatype

Strategic Account Manager

Reposted 17 Days Ago

2 Locations

In-Office or Remote

Senior level

Software • Cybersecurity

Sonatype is the software supply chain management company.

The Role

Manage strategic enterprise accounts, driving expansion and renewals while collaborating with technical teams and communicating with senior executives.

Summary Generated by Built In

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

The Strategic Accounts team partners with Sonatype’s most complex and high-impact enterprise customers. This group operates at the intersection of security, engineering, and business value, helping customers navigate AI adoption, budget pressure, and growing software supply chain risk. We operate with MEDDIC rigor, run structured QBRs, and believe deeply in long-term value creation over transactional selling.

As a Strategic team member, you will own a portfolio of Sonatype’s most important enterprise accounts and be accountable for a quota aligning to new expansion and cross-sell opportunities. This is a senior individual contributor role for someone who brings deep industry credibility (AppSec, DevSecOps, developer tooling, or security SaaS) and can engage confidently with CISOs, CIOs, and senior engineering leaders. You will own the commercial strategy and executive relationship, partnering closely with a Customer Success Engineer (CSE) who serves as your technical counterpart. Together, you will position Sonatype as a trusted strategic partner, not just a vendor especially in an environment where AI narratives and budget constraints raise the bar for relevance. Success in this role is exactly as defined in the role today: driving meaningful, measurable value across your accounts over the first 12 months.

You must be able to fluently discuss quota, quota attainment and sales process or methodology when meeting for this role.

What You’ll Achieve

Strategic Value Creation: You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform.

Commercial Growth: You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms.

Trusted Partnership: You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements.

Orchestration: You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments.

What You Bring to the Table

Experience owning and growing strategic enterprise accounts in: Application Security, DevSecOps, developer tooling, or security SaaS
Proven track record of over achieving quotas in both expansion and renewal ownership
Executive-level communication skills with CISOs, CIOs, and senior engineering leaders
Strong commercial judgment and comfort leading complex value discussions
Experience operating MEDDIC (or equivalent structured sales methodology)
Comfortable with ambiguity and change
Structured, disciplined, and outcome-oriented
Collaborative partner to technical and cross-functional teams
Takes true ownership, both wins and losses

Our Values in Action

Customers at Our Core: We obsess over creating customer value, not just satisfaction.

Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry.

Inclusive Collaboration: We work better together. We bring authenticity and respect to every interaction.

Trust & Accountability: Integrity guides how we show up, for our customers, our colleagues, and our community.

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

Top Skills

Application Security

Developer Tooling

Devsecops

Security Saas

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The Company

HQ: Fulton, MD

600 Employees

Year Founded: 2008

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!