Vice President of Sales, sonatype
America
More information about location
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
Be an early applicant
More information about location
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- Proven strategic leadership experience at the RVP level, overseeing large enterprise sales teams
- Strong track record of scaling sales organisations and delivering multimillion-dollar revenue growth
- Deep understanding of enterprise software sales, ideally in SaaS, cybersecurity, DevSecOps, or software supply chain management
- Expertise in go-to-market planning, forecasting, and revenue operations
- Exceptional executive presence, communication, and stakeholder management skills
- Experience in managing and influencing cross-functional teams and aligning sales strategies with company objectives
- Hands-off, strategic mindset—focused on long-term success, not individual deal execution
What the job involves
- As the Vice President of Sales, you will be a key member of Sonatype’s Senior Leadership Team, driving the strategic vision, execution, and expansion of our enterprise sales organization
- Your focus will be on long-term planning, revenue strategy, operational excellence, and cross-functional leadership
- You will oversee a team of 3-4 sales managers, who collectively lead approximately 25 Enterprise Account Executives
- Your role will be pivotal in shaping a high-performing, scalable sales organisation, ensuring alignment with company goals, and guiding the team to exceed growth targets
- Define and execute a long-term enterprise sales strategy that aligns with Sonatype’s global revenue objectives
- Drive predictable revenue growth, ensuring sustainable business expansion and increasing market share
- Act as a key partner to the wider organisation, providing data-driven insights and recommendations on go-to-market strategies
- Refer to territory planning, segmentation, and forecasting to optimise sales operations across regions
- Identify market opportunities, industry trends, and competitive dynamics, ensuring Sonatype remains at the forefront of the software supply chain industry
- Champion a customer-centric approach, ensuring our sales strategy aligns with customer needs and delivers exceptional value
- Partner with Marketing, Product, Customer Success, and Finance to drive go-to-market alignment and ensure seamless execution
- Work closely with Operations and RevOps teams to implement data-driven decision-making, improve forecasting, and optimise sales efficiency
- Influence product development priorities by providing strategic feedback from enterprise customers and sales teams
- Deliver a high-performance culture, promoting collaboration, accountability, and innovation across the sales organisation
- Build and scale a world-class enterprise sales organisation, with an emphasis on talent development, leadership training, and performance management
- Drive a culture of coaching and mentorship, ensuring sales leaders develop and grow within the company
- Establish clear KPIs, sales methodologies, and reporting structures to improve visibility and accountability across teams
- Implement best-in-class sales processes, tools, and technologies to enhance productivity and efficiency
- Represent Sonatype as a thought leader in the market, engaging with key customers, partners, and industry stakeholders
- Play a critical role in board-level discussions, presenting sales performance, market trends, and strategic initiatives
- Champion diversity, equity, and inclusion (DEI) within the sales organisation and broader company culture
- Ensure adherence to Sonatype’s ethical standards, compliance policies, and corporate governance practices
Our take
A legacy company in the world of supply chain management, Sonatype was founded in 2008. It reviews and analyzes the open-source code of technology, and is a leader in the industry with clients including Apple and Linux.
Sonatype’s acquisition by Vista Equity Partners in 2019 symbolized a major step forward for the company. In 2022, it announced it would be pursuing an IPO in the wake of massive growth in the workforce and a milestone of $100 million in annual recurring revenue.
With competitors such as Snyk announcing IPO in 2022 as well, Sonatype’s decision exemplifies how large the demand for supply chain management tools is for the market. Though it has much competition, Sonatype has more than a decade-long track record which should put it in a great position to continue its progress, as well as more recent industry recognition.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2018
$80m
GROWTH EQUITY VC
Feb 2016
$30m
GROWTH EQUITY VC
Total funding: $154.7m
Company benefits
- Distributed workforce
- Offices in the US in Maryland and Virginia, and also in London and Sydney
- Join a smart, mission-oriented team
- Flexible schedules
- Endless opportunity to learn and grow
- Open, transparent and diverse culture
Company HQ
Fulton, MD
Articles
Leadership
Brian Fox
(CTO)Currently OpenSSF Governing Board Member at OpenSSF and Official Member at Forbest Technology Council and Apaches Software Foundation.
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