Regional Vice President, Strategic Accounts

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:

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.

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.

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.

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.

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.

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.

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.

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.