Strategic Value Driver

Sonatype

5d

About The Position

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software 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.

Requirements

• 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

Responsibilities

• 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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees