Head of Account Based Marketing

Sonatype•South Laurel, MD

About The Position

Sonatype is the software supply chain security company. We are looking for people who want to build. People who are scrappy, entrepreneurial, hands-on, and hungry to make an impact. Sonatype is at an exciting inflection point, and we need teammates who can see the opportunity ahead, move with urgency, and help us shape the way the world builds secure software in the AI era. As the Head of Account Based Marketing (ABM) at Sonatype, you will own the strategy, design, and execution for building and expanding our enterprise go to market, working closely with the CMO, CRO, and VP of Growth to drive company revenue impact. This is the largest of our strategic growth investment pillars designed to accelerate our growth and momentum in the Fortune 500. This role is built for a highly strategic, execution-oriented marketer who is currently a Senior Manager ready to step up into a Director-level scope. This is a pure "builder" position: you won’t be inheriting a polished playbook or managing an army of vendors on day one. You will roll up your sleeves, establish the initial framework, prove the model through execution, and eventually build a team out beneath you. Operating in a high-velocity, ambiguous environment, you will partner directly with our VP of Growth to complement the deep marketing operations expertise with your elite, field-tested enterprise marketing chops. You are low-ego but high-conviction, capable of pushing boundaries and challenging leadership constructively to unlock massive enterprise growth.

Requirements

The Ultimate Builder: You thrive in chaos and ambiguity. You don't need a map; you enjoy drawing it yourself. You have a proven track record of standing up programs where none existed.
Elite Enterprise Execution: Deep, practical experience running complex, multi-touch enterprise ABM programs at scale. You are a practitioner who understands the nuances of enterprise buyer journeys, not just someone who manages marketing automation software.
Low Ego, High Impact: You care about substance over status. You are highly competitive and hungry to win, but possess the emotional intelligence to navigate executive relationships and push for excellence without creating organizational friction.
Agile Operational Style: Comfortable working at a breakneck pace where pivots happen fast. You can execute today while simultaneously planning the architecture for tomorrow.

Responsibilities

End-to-End Execution: Personally handle the heavy lifting of initial campaign creation, custom content coordination, target account selection alignment, and localized execution.
Strategic Partnership: Act as the strategic counterweight and collaborative partner to the VP of Demand Gen, challenging assumptions and bringing deep enterprise execution expertise to the broader marketing leadership team.
Account Selection & Insights: Utilize data-driven insights to isolate high-value enterprise targets, mapping organizational hierarchies and identifying custom entry points for tailored messaging.
Cross-Functional Orchestration: Partner with Sales Leadership to ensure tight operational alignment, ensuring BDRs and AEs are lock-step with ongoing bespoke marketing motions.
Performance Tracking: Measure, analyze, and optimize campaign performance, tying ABM efforts directly to pipeline velocity, ACV expansion, and closed-won revenue metrics.