Strategic Account Manager, sonatype
French Territory
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- DevOps & Security Fluency: You have a deep, practical understanding of the modern software factory—including CI/CD tooling, artifact repositories, IDEs, OSS governance, containerization, and AI-code assist
- Strategic Sales Experience: You have years of success selling technical solutions and managing multi-million dollar ARR relationships in a complex, competitive market
- Data-Driven Mindset: You use data, feedback, and empathy to make decisions and drive strategy
- Bold Leadership: You challenge the status quo and take smart risks. You are self-motivated with a bias for action and the courage to be bold, but not reckless
What the job involves
- You will be the strategic heartbeat for our most critical customers
- These aren't just accounts; they are partners who view Sonatype as essential to their security and speed
- In this role, you will be empowered to act like an owner, serving as the primary commercial and strategic guide for a defined set of high-value Strategic Accounts
- You will blend deep technical fluency with sharp business acumen to defend our footprint and drive aggressive growth
- You won't do it alone, you will collaborate with a team of Customer Success and Solutions Engineers to ensure our customers achieve lasting success
- You are the lead point of contact for Sonatype’s highest-value Strategic Accounts in the French region
- This is a hybrid high-level consultative and commercial role responsible for defending existing ARR (renewals) and driving aggressive growth (expansion)
- You will leverage deep subject matter expertise in the SDLC to map Sonatype solutions to critical business outcomes
- Strategic Value Creation: You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform
- Commercial Growth: You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms
- Trusted Partnership: You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements
- Orchestration: You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments
Our take
Sonatype has been a heavy weight in the world of supply chain management since 2008. Specializing in analzying and securing open-sopurce code, it plays a crucial role behind the scenes of some of the world's largest tech player, including Apple, and Linux. With over a decade of experience, its won a reputation as a go-to in the software supply chain space.
A major turning point for the company came in 2019, when private equity giant Visa Equity PArtners acquired it, signaling some serious momentum. Fast forward to 2022, and Sonatype hit a big milestone: $100M in annual recurring revenue and a growing global workforce. It also revealed it will be going public, riding the wave of explosive interest in cybersecurity and software supply chain tools.
The market for these tools is cleary heating up but Sonatype isn't just another name in the crowd, it's got longevity, credibility, and a good eye for spotting what's next. In a space that's growing fast and always changing, Sonatype's deep roots and ongoing growth certainly give it a solid edge.
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
- Competitive benefits package
- Flexible work and schedule
- Annual wellness week
- Paid volunteer time off
- Full parental/maternity (birth or adoption) leave
Company HQ
Maple Lawn, Fulton, MD
Leadership
Brian Fox
(Co-Founder & CTO)Currently OpenSSF Governing Board Member at OpenSSF and Official Member at Forbest Technology Council and Apaches Software Foundation.
Wayne Jackson
(CEO)Joined Sonatype in 2010 as CEO. Previously the CEO of Sourcefire (part of Cisco) and Riverbed Technologies.
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