Regional Vice President of Sales, sonatype
US East
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
- We are looking for Regional Vice President of Sales, US East to join our team
What the job involves
- The Regional Vice President of Sales (RVP) – US East exists to lead, scale, and optimize a high-performing team of Enterprise Account Executives driving revenue generation across our premier Eastern United States territory
- Operating as a strategic first-line sales manager at the Director level, you are responsible for converting regional market potential into predictable, high-velocity ARR growth
- This role is not an administrative status-tracker; it is an active execution and execution leadership crucible that bridges executive growth targets with immediate field execution
- In this role, you own the regional forecast accuracy, deal execution discipline, and professional maturity of your direct field team
- You will build an environment characterized by deep consultative discovery, unassailable data hygiene, and strategic customer advocacy
- By collaborating cross-functionally with Sales Engineering, Renewals, RevOps, and Product Marketing, you ensure your team systematically out-negotiates market alternatives and expands Sonatype’s market dominance across complex Fortune 500 accounts
- Your success is measured by regional net-new ARR attainment, compressed sales cycles, and the development of an elite, scalable sales bench
- Success in this role looks like:
- Predictable Regional ARR Performance: The US East territory consistently hits or exceeds quarterly net-new ARR and expansion quotas with high linearity, eliminating end-of-quarter revenue drop-offs
- Field Execution Density: Individual contributors operate with high execution consistency; at least 80% of your aligned account executives achieve or exceed their designated quota baselines annually
- Deal Velocity and Value Maximization: Average sales cycle times contract through your active deal orchestration, value blueprinting, and early alignment of customer business objectives
- Frictionless Technical and Commercial Synergy: Pre-sales technical win validations (PoCs) are seamlessly synchronized with commercial closing tracks, ensuring technical selections convert to transactions with strong unit economics
- You will be successful when:
- Regional rolling forecasts are delivered to executive leadership with minimal landing variance, utilizing deep deal criteria rather than casual rep sentiment
- Enterprise accounts experience high product adoption density, protecting gross retention rates and setting clean foundations for multi-year expansion cycles
- Strategic competitive bake-offs convert into clear wins by equipping your reps with modern sales methodologies to neutralize market alternatives
- Field Execution Leadership: Direct, coach, and scale a regional team of individual contributor Enterprise Account Executives, establishing clear operational execution metrics
- Forecast and Pipeline Governance: Manage weekly, monthly, and quarterly forecast roll-ups with high data precision within Salesforce and Clari, serving as the first line of pipeline verification
- Deal Coaching & Structuring: Actively engage in field transactions, guiding reps through enterprise navigation, competitive trap-setting, and complex procurement pathways
- Cross-Functional Alignment: Partner deeply with Regional Sales Engineering Managers to ensure pre-sales resources are deployed efficiently across high-value targets
- Territory & Capacity Design: Analyze regional data intelligence to construct optimized account patches and manage rep capacity modeling to maximize market coverage
- Executive Sponsorship: Serve as the corporate executive touchpoint on critical regional transactions, unlocking high-stakes commercial relationships across Fortune 100 accounts
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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