Vice President of Sales, America

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

As the Vice President of Sales, you will be a key member of Sonatype's Senior Leadership Team, driving the strategic vision, execution, and expansion of our enterprise sales organization. Your focus will be on long-term planning, revenue strategy, operational excellence, and cross-functional leadership.

You will oversee a team of 3-4 sales managers, who collectively lead approximately 25 Enterprise Account Executives. Your role will be pivotal in shaping a high-performing, scalable sales organisation, ensuring alignment with company goals, and guiding the team to exceed growth targets.

Key Responsibilities:

• Strategic Leadership & Business Growth

Define and execute a long-term enterprise sales strategy that aligns with Sonatype's global revenue objectives.

Drive predictable revenue growth, ensuring sustainable business expansion and increasing market share.

Act as a key partner to the wider organisation, providing data-driven insights and recommendations on go-to-market strategies.

Refer to territory planning, segmentation, and forecasting to optimise sales operations across regions.

Identify market opportunities, industry trends, and competitive dynamics, ensuring Sonatype remains at the forefront of the software supply chain industry.

Champion a customer-centric approach, ensuring our sales strategy aligns with customer needs and delivers exceptional value.

• Executive-Level Collaboration & Influence

Partner with Marketing, Product, Customer Success, and Finance to drive go-to-market alignment and ensure seamless execution.

Work closely with Operations and RevOps teams to implement data-driven decision-making, improve forecasting, and optimise sales efficiency.

Influence product development priorities by providing strategic feedback from enterprise customers and sales teams.

Deliver a high-performance culture, promoting collaboration, accountability, and innovation across the sales organisation.

• Operational Excellence & Team Development

Build and scale a world-class enterprise sales organisation, with an emphasis on talent development, leadership training, and performance management.

Drive a culture of coaching and mentorship, ensuring sales leaders develop and grow within the company.

Establish clear KPIs, sales methodologies, and reporting structures to improve visibility and accountability across teams.

Implement best-in-class sales processes, tools, and technologies to enhance productivity and efficiency.

• Corporate Leadership & Representation

Represent Sonatype as a thought leader in the market, engaging with key customers, partners, and industry stakeholders.

Play a critical role in board-level discussions, presenting sales performance, market trends, and strategic initiatives.

Champion diversity, equity, and inclusion (DEI) within the sales organisation and broader company culture.

Ensure adherence to Sonatype's ethical standards, compliance policies, and corporate governance practices.

Key Competencies and Qualifications:

• Proven strategic leadership experience at the RVP level, overseeing large enterprise sales teams.

• Strong track record of scaling sales organisations and delivering multimillion-dollar revenue growth.

• Deep understanding of enterprise software sales, ideally in SaaS, cybersecurity, DevSecOps, or software supply chain management.

• Expertise in go-to-market planning, forecasting, and revenue operations.

• Exceptional executive presence, communication, and stakeholder management skills.

• Experience in managing and influencing cross-functional teams and aligning sales strategies with company objectives.

• Hands-off, strategic mindset-focused on long-term success, not individual deal execution.

• Willingness to travel 30-40% as needed.

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.