---
title: 'Senior Manager, Velocity Account Executives, North America at Sonatype'
canonical: 'https://feeny.ai/job/senior-manager-velocity-account-executives-north-america-sonatype-atlanta-r4caxzf3qvmb'
type: 'job'
last_seen: '2026-09-23'
---

# Senior Manager, Velocity Account Executives, North America at Sonatype

- **Company:** Sonatype
- **Location:** Atlanta, GA
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-07-30
- **Last confirmed live:** 2026-09-23
- **Apply:** https://jobs.lever.co/sonatype/ac3ae224-53bc-4ffa-af38-95e84e4b5047

## Job description

Sonatype is the software supply chain management platform that empowers enterprises to build, govern, and secure software at AI speed. Founded on the legacy of Maven Central and Nexus Repository, Sonatype sits at the epicenter of modern software development, protecting the global digital supply chain for thousands of enterprise organizations and over 15 million developers worldwide. As software development accelerates through AI coding agents and automated workflows, Sonatype provides the critical governance, real-time perimeter protection, and deep component intelligence required to innovate without sacrificing trust, security, or control. 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:

Daily Responsibilities

- Lead daily/weekly pipeline generation, deal inspection, and active deal coaching cadences across the Velocity AE cohort.

- Inspect CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics across all deal stages.

- Coach reps on conducting autonomous technical product walk-throughs (Sonatype Firewall and Repository) without SE partnership.

Strategic Responsibilities

- Partner with RevOps and Sales Leadership to define non-overlapping regional/vertical territories and discounting authority guardrails.

- Build and refine outbound sales playbooks, leveraging AI generation tools to scale personalized outreach across target accounts.

- Analyze deal velocity data to identify high-converting buyer triggers and streamline the sub-30-day transactional close motion.

Cross-Functional Responsibilities

- Partner with Enablement to design role-specific onboarding certifications and continuous learning paths for early-career sellers.

- Collaborate with Marketing and RevOps on targeted outbound campaigns and lead routing rules.

- Feed real-time field insights to Product Marketing regarding buyer objections, competitive moves, and feature requests.

We’re looking for more than a sales manager, we want a true coach, talent builder and commercial operator who gets genuine satisfaction from making sellers better.

We’ll prioritise leaders from software supply chain security, SCA, AppSec, DevSecOps, developer tooling and adjacent cybersecurity markets who already understand our buyers, competitive landscape and technical sales motion.

You’ll be hands-on with pipeline, deals, Gong calls, outbound execution and rep development, while using AI to remove friction and accelerate productivity.

Most importantly, we want a builder who can turn this team into both a high-velocity revenue engine and one of Sonatype’s strongest internal talent pipelines. If you want to build the team people want to join and develop the sellers our competitors wish they could hire, we want to hear from you.

Things we are proud of: 2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list. European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024 Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year" SD Times: Best in Show Security Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Leader in Forrester-Wave for Software Compensation Analysis 2023 Gartner's Magic Quadrant 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. Diversity & Inclusion Working Groups Parental Leave Policy Paid Volunteer Time Off (VTO) 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.

## About Sonatype

## Company Overview
- **One-liner**: Sonatype provides secure software development solutions that help organizations control open source components, containers, and AI models across the software supply chain.
- **Entity Type**: Private (backed by Vista Equity Partners; total funding $154.7M)
- **Headquarters**: Fulton, Maryland, United States
- **Founded**: 2008
- **Founders**: Not publicly available (originated from core contributors to Apache Maven)

## Core Business
- **Primary industry**: Software Supply Chain Security / DevSecOps
- **Target customers**: Enterprise engineering teams, DevOps organizations, and developers (B2B)
- **Mission or purpose**: Help organizations continuously harness the benefits of open source without risk, by providing intelligence and automation to secure the AI SDLC.

## Products & Services
- **Sonatype Nexus Repository**: The world’s most popular repository manager for storing and managing open source components, containers, and models.
- **Sonatype Repository Firewall**: Blocks dangerous components and AI models before they enter the development pipeline.
- **Sonatype Lifecycle**: Automates open source security and license policy enforcement across the SDLC.
- **Sonatype SBOM Manager**: Generates and manages Software Bill of Materials for compliance and supply chain visibility.
- **Maven Central**: The largest public repository of open source Java components, operated by Sonatype.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private company)
- **Key Metric**: Annual Revenue $57.1M (latest fiscal year); Total Funding $154.7M
- **Notable Investors**: TPG (lead, $80M PE round), Accel, Goldman Sachs Growth Equity, New Enterprise Associates, Hummer Winblad Venture Partners
- **Growth Signals**: Headcount of 421 employees (+7.6% YoY); named a Leader in the 2026 Gartner Magic Quadrant for Software Supply Chain Security; global presence across 15 countries including US, UK, India, Colombia, Canada.

## Competitive Advantages
- **Unmatched OSS intelligence**: Operates both a leading repository (Nexus Repository) and a public registry (Maven Central), providing unique visibility into open source quality.
- **AI-native security**: Acts as a control plane for AI-generated code and models, enabling safe adoption of frontier AI.
- **Developer-first approach**: Solutions designed by developers for developers, with 50+ supported languages, formats, and integrations.
- **High precision**: Fewer false positives/negatives, reducing remediation time and enabling 3x faster releases.

## Strategic Focus
- Extending leadership in software supply chain security, particularly addressing risks from AI-generated code and accelerated vulnerability discovery.
- Expanding Nexus platform capabilities with agentic-first development and deeper SBOM lifecycle management.
- Growing customer adoption through federal sales and enterprise customer success.

## Why Work Here
- **Culture**: Values trust through transparency, inclusion, boldness, and growth. Employee resource groups like Women at Sonatype and the Community, Belonging, Inclusion & Diversity cohort.
- **Remote-first**: Distributed workforce with offices in Fulton MD, Tysons Corner VA, Alameda CA, London, and Sydney. Flexible work schedules.
- **Benefits**: Competitive benefits, annual wellness week, paid volunteer time off, full parental leave (birth or adoption), learning & development support, leadership coaching.
- **Onboarding**: New hires build community from day 1 with cross-team learning and interactive onboarding.
- **Work-life balance**: Rated 3.8/5 on work-life balance by employees (263 reviews). Performance-based culture with recognition and growth opportunities.

## Sources
1. [sonatype.com](https://www.sonatype.com/) – Company overview and product info
2. [sonatype.com/company/careers](https://www.sonatype.com/company/careers) – Careers page with values, benefits, DE&I
3. [linkedin.com/company/sonatype](https://www.linkedin.com/company/sonatype) – Employee count, revenue, funding, reviews
4. [topworkplaces.com](https://topworkplaces.com/company/sonatype-inc/) – Work culture and distributed workforce details
5. [jobs.lever.co](https://jobs.lever.co/sonatype) – Open positions

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