[Hiring] Senior Manager, Velocity Account Executives @Sonatype

Role Description

As the Senior Manager, Velocity Account Executives at Sonatype, you will lead, coach, and scale a high-velocity team of 6 to 8 full-cycle Territory Account Executives (TAEs). This team operates at the frontline of Sonatype’s Go-To-Market transition, moving from historical inbound dependency toward a proactive, high-volume outbound hunting engine where each AE is responsible for their own pipeline creation. Managing sub-$50k deal sizes, your team is expected to drive transaction velocity, closing 50+ deals per account executive annually.

In alignment with Sonatype’s Employee Value Proposition, we are seeking a leader of "Future Builders", someone who leverages continuous experimentation, outbound rigor, and AI-amplified workflows to drive unprecedented commercial velocity. You will instill a relentless hunting culture focused on taking market share, leveraging our preventative Sonatype Firewall as the primary commercial wedge to capture new logos quickly and build a foundational installed base for future enterprise expansion.

Qualifications

• 3+ years of direct sales management experience leading high-velocity inside sales or territory account executive teams within SaaS, DevOps, or Cybersecurity industries.
• Demonstrated history of managing teams through high transaction volume environments (50+ deals/AE/year) with sub-$50k average deal sizes.
• Deep expertise in building and executing account-based outbound prospecting frameworks; proven ability to transition teams from inbound-reliant to outbound-driven.
• Hands-on experience with modern sales stacks (Salesforce, Outreach/Gong, LinkedIn Sales Navigator, AI prospecting tools) and structured value selling methodologies (MEDDPICC, Command of the Message).
• An additional language skill is hugely beneficial, ideally German.

Requirements

• Drive team performance to consistently achieve and exceed team targets of 50+ closed deals per AE per year (sub-$50k deal category), ensuring predictable quarterly pipeline conversion and run-rate revenue.
• Transition the territory team to an outbound hunting motion, generating at least 60% of new sales pipeline through outbound prospecting, targeted account plays, and full-funnel prospecting and lead generation.
• Accelerate new enterprise customer acquisition across assigned territories, utilizing Sonatype Firewall as a fast-onboarding wedge product to achieve >100% YoY growth in velocity logo additions.
• Automate and redesign sales workflows using AI tools and modern sales tech, reducing deal cycle times by 15-20% and maximizing AE active selling time.

Benefits

• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards
• 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
• 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
• 2023 Fast Company Best Places for Innovators
• 2023 Gartner’s Magic Quadrant
• 2023 Software Report’s Top 100 Software Companies
• 2023 BuiltIn Best Places to Work
• 2022 Frost & Sullivan Technology Innovation Leader Award
• 2022 PeerSpot Silver Peer Award in Software Composition Analysis
• 2022 Tech Ascension Best DevOps Security Solution Award
• 2022 NVCT Cyber Company of the Year
• Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
• Paid Volunteer Time Off (VTO)