Regional Vice President, Strategic Accounts

2 weeks, 6 days ago
Full-time
Executive
Sales and Business Development
Sonatype

Sonatype

Sonatype provides secure software development solutions by leveraging open source and artificial intelligence, ensuring that organizations can build applications quickly and safely through automated governance, policy enforcement, and comprehensive mon...

Internet Software & Services
51-250
Founded 2008
$155M raised

Description

  • Lead a team of Strategic Account Executives across a concentrated portfolio of high-value enterprise accounts.
  • Develop and execute multi-year growth strategies to expand revenue within existing customers.
  • Drive new business opportunities inside current accounts through white-space capture, competitive displacement, and enterprise-wide standardisation.
  • Build and maintain C-suite and board-level relationships across customer organizations.
  • Coach and inspect complex, multi-threaded enterprise deals to improve pipeline intensity, deal velocity, and forecast accuracy.
  • Own expansion quota, net revenue retention, and gross revenue retention across a multi-million-dollar portfolio.
  • Maintain disciplined forecasting, risk management, and deal execution from strategy through close.
  • Partner cross-functionally to influence enterprise expansion programs and product direction through customer insight.
  • Apply rigorous sales methodology and value-based selling discipline across the team.
  • Personally lead the largest and most strategic growth opportunities.

Requirements

  • 10+ years in enterprise software, including SaaS, DevOps, or cybersecurity.
  • 3+ years leading regional or global strategic-account teams.
  • Proven success managing $10M+ ARR portfolios.
  • Track record of achieving 120%+ net revenue retention or expansion targets.
  • Experience selling into Fortune 500 or similarly complex enterprise organizations.
  • Strong understanding of the SDLC, DevSecOps, CI/CD, artifact management, Kubernetes, OSS governance, and AI-assisted development tools.
  • Executive presence with the ability to engage CxO stakeholders across engineering, security, and business functions.
  • Strategic, data-driven, and emotionally intelligent leadership style.
  • Ability to lead through ambiguity and change while keeping teams focused.
  • Fluency navigating diverse business cultures across the Americas.
  • Preferred: experience partnering with CxO-level executives in both technical and business domains.
  • Preferred: familiarity with version-control systems, pipeline automation, code-quality/testing frameworks, and software supply-chain security solutions.
  • Preferred: experience using customer-health metrics, product telemetry, and CRM insights to shape account strategy.
  • Travel up to 30% across EMEA for customer and team engagements.

Benefits

  • £0 - £0 a year salary listed in the posting.
  • Flexible working practices and remote work options.
  • Parental leave policy.
  • Company wellness week with a full week away from operations for personal growth and rest.
  • Diversity and inclusion working groups.
  • Paid volunteer time off (VTO).
  • Equal opportunity employment and accommodation support for candidates with disabilities or special needs.

Interested in this position?

Apply directly on the company website

Apply Now

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