Senior Manager, SMB, North America
The Senior Manager, Account Executives is a pivotal revenue leadership role designed to build, scale, and operationalize Sonatype’s high-velocity commercial engine. Operating at the intersection of hyper-growth commercial execution and AI-enabled sales productivity, this leader will drive the strategy and daily execution for a cohort of Velocity Account Executives managing high-volume, sub-30-day transactional sales cycles.
This is a pivotal opportunity to build the next generation of Sonatype’s commercial sales engine. As we scale toward $500M, we’re looking for a hands-on sales leader who can turn a high-velocity team into both a predictable revenue engine and a genuine talent factory for our wider GTM organisation.
You’ll lead from the front—coaching deals, developing sellers, creating outbound discipline and using AI to fundamentally improve how the team works. If you love building teams, developing talent and turning potential into performance, this is the kind of leadership role where you can leave a real mark.
Role Outcomes:
Commercial Velocity & Quota Attainment: Achieve and exceed regional revenue targets by leading a team of AEs each managing an $800k–$1.1M ARR quota, closing 32–44 transactions annually ($10k–$30k average ARR) with sub-30-day deal velocity.
Operating Architecture & Team Scale: Design and implement the GTM operating model, rep onboarding playbooks, and territory guardrails to get new cohort hires productive within 60 days before scaling headcount.
AI Operational Productivity: Embed Level 2–3 AI sales workflows across the team (AI prospecting research, message personalization, Gong call summarization, Salesforce auto-logging) to maximize activity velocity without administrative burnout.
Talent Development & Leadership Pipeline: Recruit, coach, and retain top early-career closing talent, establishing the Velocity AE track as Sonatype's premier internal GTM talent launchpad.
Responsibilities:
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Lead daily/weekly pipeline generation, deal inspection, and active deal coaching cadences across the Velocity AE cohort.
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Inspect CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics across all deal stages.
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Coach reps on conducting autonomous technical product walk-throughs (Sonatype Firewall and Repository) without SE partnership.
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Partner with RevOps and Sales Leadership to define non-overlapping regional/vertical territories and discounting authority guardrails.
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Build and refine outbound sales playbooks, leveraging AI generation tools to scale personalized outreach across target accounts.
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Analyze deal velocity data to identify high-converting buyer triggers and streamline the sub-30-day transactional close motion.
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Partner with Enablement to design role-specific onboarding certifications and continuous learning paths for early-career sellers.
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Collaborate with Marketing and RevOps on targeted outbound campaigns and lead routing rules.
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Feed real-time field insights to Product Marketing regarding buyer objections, competitive moves, and feature requests.
Daily Responsibilities
Strategic Responsibilities
Cross-Functional Responsibilities
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2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
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European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
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Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024
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Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year"
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SD Times: Best in Show Security
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Fast Company Best Workplaces for Innovators 2024
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The Herd Top 100 Private Software Companies 2024
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2023 Leader in Forrester-Wave for Software Compensation Analysis
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2023 Gartner's Magic Quadrant
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Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
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Diversity & Inclusion Working Groups
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Parental Leave Policy
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Paid Volunteer Time Off (VTO)
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Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- FSA
- Pet Insurance
- Mental Health Benefits
Parental Benefits
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Adoption Leave
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
Office Life and Perks
- Casual Dress
- Happy Hours
- Snacks
- Company Outings
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Volunteer Time Off
- Leave of Absence
Financial and Retirement
- 401(K)
- Performance Bonus
- Company Equity
- 401(K) With Company Matching
- Pension
Professional Development
- Promote From Within
- Shadowing Opportunities
- Access to Online Courses
- Lunch and Learns
- Internship Program
- Leadership Training Program
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Founder led