Senior Manager, Velocity Account Executives, North America

Sonatype is the software supply chain management platform that empowers enterprises to build, govern, and secure software at AI speed. Founded on the legacy of Maven Central and Nexus Repository, Sonatype sits at the epicenter of modern software development, protecting the global digital supply chain for thousands of enterprise organizations and over 15 million developers worldwide. As software development accelerates through AI coding agents and automated workflows, Sonatype provides the critical governance, real-time perimeter protection, and deep component intelligence required to innovate without sacrificing trust, security, or control. 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: Daily 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 Responsibilities Partner 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 Responsibilities Partner 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. Things we are proud of: 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