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Sonatype · 15 hours ago

Regional Vice President, Strategic Accounts

Washington, DC

Full-time

Hybrid

Director/Executive

10+ years exp

Sonatype is the software supply chain management company on a mission to change how the world innovates by making enterprise software development easier and more secure. As the Regional Vice President of Strategic Accounts, you will manage valuable customer relationships and lead a team focused on ensuring customer success and driving revenue growth.

Cyber SecurityDeveloper ToolsEnterprise SoftwareOpen SourceSoftware

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

Qualification

Enterprise software experienceStrategic account managementSDLC expertiseDevSecOps knowledgeAI-assisted development toolsKubernetesCustomer health metricsData-driven leadershipEmotional intelligenceCross-functional collaboration

Required

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