Sonatype

Artificial Intelligence

• Own and operate production AI-enabled systems deployed in AWS
• Keep systems reliable, secure, and running smoothly as usage scales
• Improve data pipelines so AI-driven insights remain accurate and trustworthy
• Partner with GTM / RevOps to support tools that power how we go to market
• Enhance existing systems based on real user feedback
• Collaborate with IT to build the operational infrastructure that powers our intelligent systems.
• Forge connections between new, cutting-edge tools (including AI-driven solutions) and our existing ecosystem.
• Monitor data pipelines and automated systems, guaranteeing the reliability of the insights we deliver.
• Empower the rest of the business by providing clear, accurate answers to their most pressing questions.

AI Operations Engineer

Administration

• Work closely with the Legal team to facilitate vendor and customer transactions, including documentation support and retaining records.
• Manage customer and vendor contract databases.
• Assist with vendor onboarding and compliance processes.
• Ensure existing organizational policies, processes, playbooks, and guidelines are effectively documented and accessible and identifying opportunities for improvement and implementing solutions.
• Assist the team with day-to-day department operations, including drafting communications, summarizing legal developments, and facilitating internal programs or initiatives.

Contracts Administrator

Account Executive

• Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
• Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
• Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
• Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
• Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
• Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
• Maintain rigorous control over accurate forecasting on a Q+3 basis.
• Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
• Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments specifically in Indonesia, Malaysia and Philippines, Kazakhstan, Kyrgyzstan, Tajikistan, Turkmenistan, and Uzbekistan.
• Engage and leverage partners to maximise revenue generation and account penetration.
• Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.
• Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.

Senior Account Executive, ASEAN

• Be Bold & Lead: You will target organizations that have previously said "no" or chosen a competitor. You will challenge their status quo and show them why Sonatype’s proactive protection is the only viable path forward.
• Orchestrate 7-Figure Wins: You will manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of Europe’s largest enterprises.
• Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents.
• Own Your Business: You act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support). You set the strategy, you build the relationships, and you are accountable for the results.
• Collaborate: You will work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely.

Senior Enterprise Account Executive, Financial Services, Banking & Insurance

• Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
• Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
• Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
• Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
• Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
• Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
• Maintain rigorous control over accurate forecasting on a Q+3 basis.
• Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
• Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments.
• Engage and leverage partners to maximise revenue generation and account penetration.
• Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.
• Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.

Senior Account Executive, IBERIA Territory

Account Executive, French & UK Territory

Account Manager

• Be the strategic heartbeat for critical customers, acting as the primary commercial and strategic guide for high-value Strategic Accounts.
• Blend technical fluency with business acumen to defend existing ARR and drive aggressive growth.
• Collaborate with a team of Customer Success and Solutions Engineers to ensure lasting customer success.
• Lead point of contact for Strategic Accounts in the French region, responsible for renewals and expansion.

Strategic Account Manager

• Own a portfolio of Sonatype’s most important enterprise accounts
• Be accountable for expansion, cross-sell, and renewal outcomes
• Engage confidently with CISOs, CIOs, and senior engineering leaders
• Own the commercial strategy and executive relationship
• Partner closely with a Customer Success Engineer

Manager

• Partner with Customer Success leadership, along with Product, Sales, Marketing, and RevOps teams to support programs tied to **expansion, renewal, and advocacy initiatives** by ensuring timelines, tracking, and reporting are operationally sound.
• Leveraging generative AI and AI agents to drive end-to-end execution of complex customer initiatives by aligning cross-functional teams, maintaining delivery momentum, proactively removing blockers, and serving as the operational bridge between Customer Success and the broader business.
• Establish and track program-level KPIs in support of broader Customer Success performance goals.
• Provide consistent visibility into the health and progress of customer programs for senior business stakeholders through structured reporting and dashboards.
• Quickly translate complex customer and operational data into high quality, accurate, and clear insights for executive consumption, in collaboration with advanced AI tools.
• Produce recurring and ad hoc reports to support forecasting, health monitoring, escalations, and executive decision-making.
• Maintain strong data quality and reporting integrity across customer systems.
• Prepare weekly executive communications, including risk identification, progress tracking, and executive-level summaries in concert with generative AI.
• Coordinate internal communications related to customer programs, escalations, and priority initiatives.
• Support executive preparation by developing presentations, summaries, and reporting.

AI Operations Engineer

Contracts Administrator

Senior Account Executive, ASEAN

Senior Enterprise Account Executive, Financial Services, Banking & Insurance

Senior Account Executive, IBERIA Territory

Account Executive, French & UK Territory

Strategic Account Manager

Strategic Account Manager

Customer Programs Manager