Senior Manager, Velocity Account Executives

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Sonatype

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🔒 Cybersecurity

☁️ SaaS

💰 $80M Private Equity Round on 2018-09

Cybersecurity • Software • SaaS

Sonatype is a leader in software composition analysis (SCA) and software supply chain management. The company provides solutions to automate software supply chain security, build centralized components, control open source risks, and simplify software bill of materials (SBOM) compliance. Sonatype offers tools such as Nexus Repository, Repository Firewall, Lifecycle, and SBOM Manager, which help developers deliver quality code securely and manage vulnerability risks. Sonatype integrates with numerous tools and languages, supporting dev, security, and ops teams to ensure secure deployments. The company is recognized for its end-to-end software supply chain solutions that leverage artificial intelligence to predict and intercept malicious components, enhancing security across industries such as financial services and technology.

📋 Description

• Lead daily and weekly pipeline generation, deal inspection, and active deal coaching across the Velocity Account Executive cohort • Inspect CRM hygiene, forecast accuracy in Clari/Salesforce, and funnel conversion metrics • Coach representatives on autonomous technical product walkthroughs for Sonatype Firewall and Repository • Partner with RevOps and Sales Leadership to define territories and discounting guardrails • Build and refine outbound sales playbooks using AI generation tools for personalized outreach • Analyze deal velocity data to identify buyer triggers and streamline sub-30-day transactional closes • Partner with Enablement on onboarding certifications and continuous learning paths • Collaborate with Marketing and RevOps on outbound campaigns and lead-routing rules • Provide Product Marketing with insights on buyer objections, competitive activity, and feature requests • Recruit, coach, and retain early-career closing talent while building a high-performing GTM talent pipeline

🎯 Requirements

• Hands-on sales leadership experience in high-velocity, sub-30-day transactional sales cycles • Experience leading Account Executives managing $800k–$1.1M ARR quotas and 32–44 annual transactions • Experience in software supply chain security, SCA, AppSec, DevSecOps, developer tooling, or adjacent cybersecurity markets prioritized • Understanding of enterprise software buyers, competitive landscapes, and technical sales motions • Ability to coach sellers on pipeline generation, deal execution, outbound sales, and technical product walkthroughs • Experience with AI-enabled sales workflows and productivity tools • Experience with Clari and Salesforce CRM/forecasting workflows • Ability to design onboarding playbooks, operating models, territory guardrails, and outbound processes • Ability to recruit, develop, and retain early-career closing talent • Ability to collaborate cross-functionally with RevOps, Sales Leadership, Enablement, Marketing, and Product Marketing

🏖️ Benefits

• Company Wellness Week with company operations shut down for personal growth and rest • Diversity & Inclusion Working Groups • Parental Leave Policy • Paid Volunteer Time Off (VTO) • Flexible working practices • Equal-opportunity employer • Disability or special-needs accommodation