Strategic Account Manager

2 hours, 1 minute ago
Full-time
Senior
Customer and Technical Support
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

  • Own and grow a portfolio of strategic enterprise accounts with accountability for new expansion and cross-sell quota.
  • Develop and execute commercial strategies for complex enterprise accounts in partnership with a Customer Success Engineer.
  • Build and maintain executive relationships with CISOs, CIOs, and senior engineering leaders.
  • Lead structured account planning, including MEDDIC-based qualification, forecasting, and QBRs.
  • Identify and cultivate pipeline for expansions, up-sells, new divisions, and other growth opportunities.
  • Negotiate deal terms and manage renewal and expansion outcomes across assigned accounts.
  • Act as the voice of the customer to inform product roadmap and service improvement priorities.
  • Orchestrate cross-functional account strategies with Product, Marketing, and Engineering to deliver commitments.
  • Create measurable customer value and help customers realize ROI from the Sonatype platform over the first 12 months.
  • Communicate clearly on quota, quota attainment, and sales process or methodology in customer and internal discussions.

Requirements

  • Experience owning and growing strategic enterprise accounts in Application Security, DevSecOps, developer tooling, or security SaaS.
  • Proven track record of exceeding quota in both expansion and renewal ownership.
  • Executive-level communication skills with CISOs, CIOs, and senior engineering leaders.
  • Strong commercial judgment and comfort leading complex value discussions.
  • Experience operating with MEDDIC or an equivalent structured sales methodology.
  • Ability to work comfortably in ambiguous and changing environments.
  • Structured, disciplined, and outcome-oriented work style.
  • Collaborative approach with technical and cross-functional teams.
  • True ownership mindset, including accountability for both wins and losses.
  • Ability to fluently discuss quota, quota attainment, and sales process or methodology during interviews.

Benefits

  • Parental leave.
  • Flexible working practices.
  • Diversity and inclusion working groups.
  • Equal-opportunity employer with accommodations available for candidates with disabilities or special needs.

Interested in this position?

Apply directly on the company website

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