Strategic Value Driver

ware developers, rely on Sonatype to optimize their software supply chains.

The Strategic Accounts team partners with Sonatype's most complex and high-impact enterprise customers. This group operates at the intersection of security, engineering, and business value, helping customers navigate AI adoption, budget pressure, and growing software supply chain risk. We operate with MEDDIC rigor, run structured QBRs, and believe deeply in long-term value creation over transactional selling.

As a Strategic team member, you will own a portfolio of Sonatype's most important enterprise accounts and be accountable for expansion, cross-sell, and renewal outcomes. This is a senior individual contributor role for someone who brings deep industry credibility (AppSec, DevSecOps, developer tooling, or security SaaS) and can engage confidently with CISOs, CIOs, and senior engineering leaders. You will own the commercial strategy and executive relationship, partnering closely with a Customer Success Engineer (CSE) who serves as your technical counterpart. Together, you will position Sonatype as a trusted strategic partner, not just a vendor especially in an environment where AI narratives and budget constraints raise the bar for relevance. Success in this role is exactly as defined in the role today: driving meaningful, measurable value across your accounts over the first 12 months.

You must be able to fluently discuss quota, quota attainment and sales process or methodology when meeting for this role.

What You'll Achieve

• 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.

What You Bring to the Table

• Experience owning and growing strategic enterprise accounts in: Application Security, DevSecOps, developer tooling, or security SaaS

• Proven track record of over achieving quotas 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 MEDDIC (or equivalent structured sales methodology)

• Comfortable with ambiguity and change

• Structured, disciplined, and outcome-oriented

• Collaborative partner to technical and cross-functional teams

• Takes true ownership, both wins and losses

Our Values in Action

• Customers at Our Core: We obsess over creating customer value, not just satisfaction.

• Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry.

• Inclusive Collaboration: We work better together. We bring authenticity and respect to every interaction.

• Trust & Accountability: Integrity guides how we show up, for our customers, our colleagues, and our community.

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.