Sonatype
Regional Vice President, Strategic Accounts
Sonatype, Washington, District of Columbia, us, 20022
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.
As the Regional Vice President (RVP) of Strategic Accounts, you will own Sonatype’s most valuable customer relationships across America, managing multi-million-dollar ARR portfolios that are central to the company’s growth strategy. You will lead, coach, and scale a team of Strategic Value Directors (SVDs) who operate as trusted advisors, embedding Sonatype’s platform into customers’ long-term success. Your north star is Net Revenue Retention (target ≥ 120 %), balancing aggressive expansion with unwavering retention.
Key Responsibilities
Recruit, mentor, and inspire a diverse team of SVDs to become consultative, data-driven partners to strategic enterprise clients.
Coach SVDs on value-oriented product and domain depth when required, ensuring they can engage credibly with engineering and security leadership on SDLC, DevSecOps, and software-supply-chain security topics.
Create a psychologically safe, high-performance culture that rewards strategic thinking, outcome-based planning, and continuous learning.
Track and improve leading indicators, including pipeline health, customer sentiment, executive engagement, and portfolio NRR.
Guide the team in developing multi-year account strategies that combine success plans, white-space mapping, and cross-sell/upsell motions, ensuring they are pressure-tested and aligned to customer business outcomes.
Oversee preparation and delivery of executive business reviews and roadmap sessions that quantify ROI, surface new opportunities, and strengthen strategic alignment.
Act as executive sponsor within select lighthouse accounts, building board-level credibility and reinforcing Sonatype’s mission-critical value.
Own and exceed portfolio NRR, GRR, and expansion quotas by orchestrating “land, expand, and defend” plays in partnership with Sales Engineering, Customer Success, Support, Product, and Marketing.
Provide accurate, data-driven forecasting that highlights risk, mitigation plans, and opportunity trajectories.
Champion disciplined deal management, negotiation excellence, and on-time execution.
Channel customer insights to Product & Engineering to shape roadmap priorities and innovation pilots that address market-wide challenges at scale.
Collaborate with Marketing on account-based campaigns, executive events, and thought-leadership programs that resonate with strategic buyers.
Sponsor lighthouse initiatives that showcase Sonatype’s vision and accelerate adoption across global divisions.
What’s in It for You?
Lead the strategic customer-growth engine of the company that invented software supply-chain management. Influence the product roadmap and help shape the future of secure software innovation. Work with forward-thinking enterprises and passionate, collaborative colleagues around the globe.
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.
Travel Requirements
Up to 30 % travel across EMEA for customer and team engagements.
Location: District of Columbia, United States | Salary: $250,000.00–$300,000.00 (base salary only, commission and bonus potential not specified)
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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 let us know.
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As the Regional Vice President (RVP) of Strategic Accounts, you will own Sonatype’s most valuable customer relationships across America, managing multi-million-dollar ARR portfolios that are central to the company’s growth strategy. You will lead, coach, and scale a team of Strategic Value Directors (SVDs) who operate as trusted advisors, embedding Sonatype’s platform into customers’ long-term success. Your north star is Net Revenue Retention (target ≥ 120 %), balancing aggressive expansion with unwavering retention.
Key Responsibilities
Recruit, mentor, and inspire a diverse team of SVDs to become consultative, data-driven partners to strategic enterprise clients.
Coach SVDs on value-oriented product and domain depth when required, ensuring they can engage credibly with engineering and security leadership on SDLC, DevSecOps, and software-supply-chain security topics.
Create a psychologically safe, high-performance culture that rewards strategic thinking, outcome-based planning, and continuous learning.
Track and improve leading indicators, including pipeline health, customer sentiment, executive engagement, and portfolio NRR.
Guide the team in developing multi-year account strategies that combine success plans, white-space mapping, and cross-sell/upsell motions, ensuring they are pressure-tested and aligned to customer business outcomes.
Oversee preparation and delivery of executive business reviews and roadmap sessions that quantify ROI, surface new opportunities, and strengthen strategic alignment.
Act as executive sponsor within select lighthouse accounts, building board-level credibility and reinforcing Sonatype’s mission-critical value.
Own and exceed portfolio NRR, GRR, and expansion quotas by orchestrating “land, expand, and defend” plays in partnership with Sales Engineering, Customer Success, Support, Product, and Marketing.
Provide accurate, data-driven forecasting that highlights risk, mitigation plans, and opportunity trajectories.
Champion disciplined deal management, negotiation excellence, and on-time execution.
Channel customer insights to Product & Engineering to shape roadmap priorities and innovation pilots that address market-wide challenges at scale.
Collaborate with Marketing on account-based campaigns, executive events, and thought-leadership programs that resonate with strategic buyers.
Sponsor lighthouse initiatives that showcase Sonatype’s vision and accelerate adoption across global divisions.
What’s in It for You?
Lead the strategic customer-growth engine of the company that invented software supply-chain management. Influence the product roadmap and help shape the future of secure software innovation. Work with forward-thinking enterprises and passionate, collaborative colleagues around the globe.
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.
Travel Requirements
Up to 30 % travel across EMEA for customer and team engagements.
Location: District of Columbia, United States | Salary: $250,000.00–$300,000.00 (base salary only, commission and bonus potential not specified)
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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 let us know.
#J-18808-Ljbffr