Role Description

This is a pure-play strategic growth leadership role. As RVP of Strategic Accounts, you will lead Sonatype’s most commercially critical enterprise portfolio across the Americas. You will inherit a concentrated set of high-value global accounts and a team of elite Strategic Account Executives (10–12 accounts each) with one mandate:

• Create material new revenue inside complex, multi-billion-dollar enterprises.

This is not a renewal oversight role. This is not customer success. This is high-discipline, executive-level expansion selling.

Your remit is to drive growth through:

• White-space capture
• Competitive displacement
• Enterprise-wide standardisation
• Multi-year platform expansion
• Protecting and expanding multi-million-dollar ARR relationships

Your north star: ≥120% Net Revenue Retention driven by strategic expansion.

What You Will Own

• Enterprise Expansion at Scale:
  • Architect and execute multi-year growth strategies across Sonatype’s most strategic accounts.
  • Drive new business inside existing customers — new divisions, new geographies, new use cases.
  • Lead competitive takeouts and enterprise-wide consolidation plays.
  • Build C-suite and board-level relationships that position Sonatype as mission-critical infrastructure.
• Elite Sales Leadership:
  • Lead and elevate a team of high-calibre Strategic Account Executives.
  • Instil rigorous MEDDIC discipline, value-based selling, and inspection cadence.
  • Drive pipeline intensity, deal velocity, and forecast precision.
  • Coach teams through complex, multi-threaded enterprise cycles with six- and seven-figure expansion outcomes.
• Commercial Performance:
  • Own and exceed expansion quota, NRR, and GRR across a multi-million-dollar portfolio.
  • Maintain disciplined forecasting and risk management.
  • Personally engage in the largest, most strategic growth plays.
  • Ensure flawless execution from strategy to close.
• Strategic Influence:
  • Shape enterprise adoption of software supply chain security at the highest levels.
  • Influence product direction through executive-level customer insight.
  • Partner cross-functionally to orchestrate large-scale enterprise expansion programs.

Qualifications

• 10+ years in enterprise software (SaaS, DevOps, cybersecurity) with 3+ years leading regional or global strategic-account teams.
• Proven success managing $10 M+ ARR portfolios and achieving NRR ≥ 120 % in complex, multi-stakeholder environments.
• Extensive expertise in the SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, and AI-assisted development tools.
• Executive presence with the ability to engage CxO stakeholders across engineering, security, and business domains.
• Strategic, data-driven, and emotionally intelligent; able to lead through ambiguity and change while keeping teams focused.
• Fluent at navigating diverse business cultures across America.

Requirements

• Have led strategic or named-account teams selling into Fortune 500 organisations.
• Consistently deliver 120%+ NRR or expansion targets.
• Thrive in complex, multi-stakeholder, executive-led sales cycles.
• Operate with intensity, precision, and commercial discipline.
• Know how to turn a strong install base into a growth engine.
• You understand that the real revenue is in the whitespace.
• You know how to unlock it.

Benefits

• 2023 Forrester Leader in SCA
• #1 ranked SCA
• 2022 Frost & Sullivan Technology Innovation Leader Award
• NVTC 2022 Cyber Company of the Year
• 2022 Annual Peer Award
• 2022 Best in Biz Award
• Tech Ascension Awards
• BuiltIn Best Places to Work
• Company Wellness Week
• Diversity & Inclusion Working Groups
• Parental Leave Policy
• Paid Volunteer Time Off (VTO)

Travel Requirements

Up to 30% travel across EMEA for customer and team engagements.