Regional Vice President of Sales at Sonatype – United States | Jobyssey

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. Sonatype is accelerating the future of agentic software development. As developers and AI agents build software faster than ever before, enterprises need a fundamentally new way to secure what they create. Our Nexus One platform enables development, security and platform engineering teams to govern the components, dependencies, models and artifacts that power modern software—without slowing innovation. We believe software supply chain security will become one of the defining enterprise technology categories of the AI era. Sonatype is uniquely positioned to lead that transformation. As the stewards of Maven Central—one of the world's largest open source registries—and creators of Nexus Repository, we have unparalleled visibility into how software is built, consumed and distributed. More than 2,000 organisations, including 70% of the Fortune 100, trust Sonatype to help them build secure software at enterprise scale. We're growing profitably, investing aggressively, and executing against a clear ambition to reach $500 million in revenue by 2030. This is where the next chapter begins.

This is far more than a regional leadership role. The Regional Vice President of Sales is responsible for building one of Sonatype's highest-performing enterprise sales organisations while helping shape the company's next phase of commercial growth. The market is changing rapidly. AI is accelerating software development. Enterprise customers are reassessing how they secure their software supply chains. We're evolving our go-to-market strategy to meet that opportunity—becoming more enterprise focused, more outbound driven and more platform led. As Regional Vice President, you'll play a critical role in making that vision a reality. You'll lead a team of Enterprise Account Executives responsible for winning complex Global 2000 organisations, creating predictable pipeline, coaching world-class enterprise sales execution and building the culture that defines how Sonatype wins. This isn't a role for someone looking to manage an existing business. It's for someone excited by building the next one.

What you'll build: Success in this role isn't measured simply by quarterly revenue. It's measured by the organisation you leave behind. You'll build: A High-Performance Sales Culture One built on accountability, coaching, collaboration and continuous improvement.

An Outbound Mindset Historically, much of our success has been driven by strong inbound demand. The future belongs to organisations that create opportunity. You'll build teams that proactively generate pipeline through executive engagement, account planning, multi-threading and disciplined prospecting.

Enterprise Excellence You'll coach sellers to confidently navigate:

Fortune 500 organisations Global 2000 buying centres VP Engineering CIO CISO CTO Platform Engineering Procurement Executive stakeholders

Enterprise complexity should become your team's competitive advantage.

Platform Selling Customers increasingly buy platforms rather than products. You'll help your team consistently articulate Sonatype's platform story: Protect what comes in. Protect what you build. Protect what you deploy. You'll coach expansion thinking rather than transactional selling.

Operational Excellence High-performing sales organisations are predictable. You'll establish disciplined operating rhythms around:

Forecasting Pipeline inspections Deal reviews MEDDPICC execution Account planning Opportunity qualification

Forecast accuracy isn't administration. It's leadership.

Competitive Selling We're not afraid to name our competition. Leadership has made clear that JFrog represents one of our most important competitive opportunities. You'll build confidence, competitive positioning and field coaching that helps your team consistently win strategic displacement opportunities.

What success looks like: You'll know you're succeeding when:

Your region consistently delivers predictable ARR performance without relying on end-of-quarter heroics. Most of your team achieves or exceeds quota through disciplined execution rather than isolated wins. Pipeline quality and forecast accuracy become trusted by executive leadership. Enterprise sales cycles accelerate because your coaching improves deal quality and customer alignment. Strategic accounts expand beyond initial product adoption into broader platform relationships. Your team becomes recognised internally as a benchmark for coaching, collaboration and execution.

Most importantly... People become better because they worked for you.

What you'll do: Coach and develop a high-performing team of Enterprise Account Executives. Build a proactive outbound culture focused on creating demand rather than waiting for it. Lead weekly forecast, pipeline and deal review cadences using Salesforce, Clari and modern AI-driven insights. Personally coach strategic enterprise opportunities and executive customer engagements. Partner closely with Sales Engineering, Customer Success, Product Marketing, Enablement and RevOps to execute coordinated account strategies. Develop future sales leaders through structured coaching and continuous feedback. Strengthen competitive execution against JFrog and other enterprise software providers. Ensure AI becomes part of how your team prepares, researches, forecasts and sells—not simply another technology they use.

Who thrives: The most successful Regional Vice Presidents at Sonatype are builders. They:

Coach more than they inspect. Spend time in the field rather than behind dashboards. Build pipeline instead of explaining why it doesn't exist. Create accountability without creating fear. Think strategically while executing tactically. Embrace AI as a force multiplier. Win as one revenue organisation alongside Marketing, Sales Engineering, Customer Success and Product. Develop leaders, not just quota attainment.

Our Ideal Background: We'll prioritise candidates with proven success leading enterprise software sales organisations within:

Software Supply Chain Security Application Security DevSecOps Developer Platforms Open Source Software Cloud Infrastructure Cybersecurity Platform Engineering Enterprise Infrastructure Software

Experience competing against organisations such as JFrog, Snyk, Mend, Black Duck, GitHub Advanced Security, GitLab, Checkmarx, Veracode, or similar enterprise software vendors will be highly advantageous. The strongest candidates will have experience:

Building outbound enterprise sales motions. Leading Fortune 500 and Global 2000 sales teams. Coaching complex platform sales. Driving predictable forecasting and operational excellence. Developing first-line leaders and high-performing Account Executives. Creating high-accountability sales cultures. Partnering cross-functionally to execute coordinated enterprise go-to-market strategies.

Things that we are proud of: 2025 AI Compliance Solution of the Year - AI Breakthrough Awards 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report) 2023 Fast Company Best Places for Innovators 2023 Gartner’s Magic Quadrant 2023 Software Report’s Top 100 Software Companies 2023 BuiltIn Best Places to Work 2022 Frost & Sullivan Technology Innovation Leader Award 2022 PeerSpot Silver Peer Award in Software Composition Analysis 2022 Tech Ascension Best DevOps Security Solution Award 2022 NVCT Cyber Company of the Year Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. Paid Volunteer Time Off (VTO) 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.”

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