Sonatype

Account Executive

• Build and accelerate Sonatype’s revenue generation and market footprint within the US Federal Civilian sector
• Own the long-term design of your territory to generate new Annual Contract Value (ACV)
• Manage end-to-end sales lifecycle and pipeline velocity
• Navigate bureaucratic and regulatory fabrics of federal agencies such as DHS, HHS, DOT, and Treasury
• Collaborate with Sales Engineering, Federal Channels, Legal, and Customer Success teams

Federal Account Executive – Civilian Agencies

Growth Marketing

• Own the performance of Sonatype’s pipeline generation partners across regions, campaigns, and sales segments.
• Set clear weekly, monthly, and quarterly expectations for qualified meetings, opportunity creation, pipeline generation, follow-up speed, activity quality, and conversion rates.
• Run weekly performance reviews, campaign standups, goal setting and SLA tracking with pipeline generation partners and marketing counterparts.
• Hold sales and partners accountable to quotas, quality standards, messaging, follow-up expectations, and data hygiene requirements.
• Identify performance gaps quickly and drive corrective action through, process improvements, targeting changes, or partner escalation.
• Partner with Marketing and Sales to convert inbound demand into qualified pipeline through timely, personalized follow-up.
• Build and manage outbound programs targeting priority accounts, personas, buying groups, and use cases.
• Collaborate with Product Marketing, Field Marketing, Performance Marketing, Marketing Operations, and Sales to ensure pipeline generation programs are aligned to clear ICPs, relevant personas, compelling messaging, campaign priorities, and timely business triggers across inbound and outbound motions.
• Evaluate which accounts, personas, messages, offers, and channels generate the strongest meeting and pipeline outcomes.
• Test AI, agentic workflows, automation platforms, enrichment tools, intent data, personalization tools, and outbound sequencing technologies to improve external partner productivity and conversion.
• Analyze conversion by persona, account type, segment, campaign, use case, channel, and sales team to identify what is working and what needs to change.

Marketing Growth Manager – Global Programs

Customer Success Manager

• Mentor and guide customers on implementation strategies and usage best practices for Sonatype products.
• Support smooth onboarding, faster adoption, and expanded platform utilization across customer environments.
• Build trusted relationships with technical and business stakeholders, from practitioners to executive leaders.
• Help customers connect technical implementation with business value, including ROI, risk reduction, and improved software delivery outcomes.
• Proactively identify gaps in the customer experience, early warning signals, adoption risks, and opportunities for improvement.
• Work cross-functionally with Sales, Product, Support, Engineering, and other teams to address customer needs and improve outcomes.
• Serve as the voice of the customer by sharing insights that influence product improvements, roadmap priorities, and advocacy programs.
• Use tools such as Salesforce, Gainsight, customer usage data, and AI-enabled insights to understand customer health, engagement, and opportunities.
• Help customers not only renew, but expand their success with Sonatype through consultative guidance and proactive problem-solving.
• Coach and support less experienced team members by sharing technical knowledge, customer engagement practices, and best practices.

Senior Customer Success Manager

People Operations

• Support business-specific execution of culture, engagement, and people practices
• Coordinate with regional HR roles in support of the business unit/functions
• Manage employee relations, risk, and workplace issues (US specific)
• Operate as a trusted advisor to managers
• Execute employee relations processes and translate company-wide programs into local business reality
• Own and manage end-to-end ER cases, including performance issues, workplace conflicts, investigations, and terminations
• Partner with Legal and HR leadership on complex or high-risk cases
• Provide real-time guidance to managers on performance management and employee issues
• Coach managers on handling situations consistently
• Translate company-wide engagement and culture initiatives into business-level execution
• Partner with business leaders to identify engagement gaps
• Support execution of core HR programs
• Maintain awareness of attrition trends and team dynamics

People Partner

• Design, build, and govern Sonatype’s human capital infrastructure.
• Transform the People Operations function into an automated, high-fidelity business utility.
• Lead the evolution of the global People Operations operating model to improve scalability, consistency, operational leverage, and employee experience.
• Drive simplification and standardization of global HR processes, policies, workflows, and service delivery models.
• Reduce manual operational dependency through automation and self-service enablement.
• Support the development of scalable operating practices that reduce organizational friction while increasing speed.
• Oversee global payroll, benefits administration, and core People Operations processes across regions.

Director, Global People Operations – Total Rewards

Product Manager

• Lead a product area, balancing customer needs, technical constraints, and business goals
• Develop a deep understanding of developer workflows such as dependency management, CI/CD, and software supply chain security
• Work directly with developers to understand real-world problems
• Partner closely with engineering on technical decisions and developer experience
• Use AI tools, APIs, CLIs, and prototypes to rapidly validate and iterate on ideas
• Define and manage a roadmap aligned to company objectives
• Use data to inform decisions and measure success

Full-stack Engineer

• Lead the design and delivery of enterprise-grade capabilities within Nexus Repository Manager
• Set technical direction for major product areas
• Partner with Principal engineers on technical decisions
• Mentor Senior engineers to secure software supply chains at scale

Staff Software Engineer, Agentic First

• Design and implement scalable, high-performance features across the stack
• Take features from ambiguous requirements through design, implementation, rollout, and on-call operability
• Spend your time on direction, review, evals, and testing
• Contribute to internal playbooks, tooling, and rituals for how Sonatype engineers work with agents
• Write and ship clean, well-tested, observable code

Senior Software Engineer – Agentic First

DevOps Engineer

• Design, implement, and evolve GCP-based infrastructure using Infrastructure as Code with Terraform and Google Cloud deployment automation patterns.
• Build and maintain scalable CI/CD pipelines using Cloud Build, GitHub Actions, Jenkins, or equivalent platforms for application, infrastructure, and platform workloads.
• Administer and optimize GCP delivery workflows including Cloud Build triggers, Artifact Registry, source integrations, deployment approvals, and service account access patterns.
• Partner with engineering teams to improve build, release, and deployment workflows across microservices and cloud-native applications.
• Implement robust observability across systems using Google Cloud Operations Suite, Cloud Logging, Cloud Monitoring, and related telemetry tooling.
• Strengthen platform security by integrating secrets management, policy enforcement, vulnerability scanning, and least-privilege access control.
• Manage and optimize containerized environments using Kubernetes, Helm, and Google Kubernetes Engine (GKE).
• Drive reliability engineering practices including incident response, root cause analysis, SLO thinking, and automated remediation where appropriate.
• Standardize reusable templates, modules, and platform patterns that improve developer productivity and consistency.
• Mentor engineers and provide technical leadership on GCP architecture, deployment automation, release governance, and DevSecOps practices.

GCP DevOps Engineer

• Design, implement, and evolve Azure-based infrastructure using Infrastructure as Code with Terraform, Bicep, or ARM templates.
• Build and maintain scalable CI/CD pipelines using Azure DevOps Pipelines for application, infrastructure, and platform workloads.
• Administer and optimize Azure DevOps services, including Azure Repos, Pipelines, Artifacts, Boards, and service connections.
• Partner with engineering teams to improve build, release, and deployment workflows across microservices and cloud-native applications.
• Implement robust observability across systems using Azure Monitor, Log Analytics, Application Insights, and related monitoring tooling.
• Strengthen platform security by integrating secrets management, policy enforcement, vulnerability scanning, and least-privilege access controls.
• Manage and optimize containerized environments using Kubernetes, Helm, and Azure Kubernetes Service (AKS).
• Drive reliability engineering practice, including incident responses, root cause analysis, SLO thinking, and automated remediation, where appropriate.
• Standardize reusable templates, modules, and platform patterns that improve developer productivity and consistency.
• Mentor engineers and provide technical leadership on Azure architecture, deployment automation, release governance, and DevSecOps practices.

Azure DevOps Engineer

Sales Engineer

• Take a consultative approach to understand our customer’s current software development practices and identify opportunities to improve them with Sonatype’s solutions.
• Provide technical recommendations on how to improve their Software Supply Chain and DevSecOps practices using Sonatype solutions.
• Deliver compelling software demonstrations, customer proof-of-value (POV) engagements, and reference architectures showcasing Sonatype's solution value.
• Act as a resource to educate your sales colleagues on relevant product knowledge.
• Assist in completing RFP/RFIs with sales teams and other technical resources at Sonatype.
• Work closely with sales and technical colleagues to achieve a sales quota.
• Communicate important customer product feedback to Sonatype product management.
• Opportunities to attend and present at meetups and trade shows to build presence and awareness and share experiences.
• Become a trusted DevSecOps technical advisor to customers and the community.
• Keep on top of the latest trends in the SDLC tooling landscape.

Federal Sales Engineer

• Target organizations that have previously said "no" or chosen a competitor.
• Manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of Europe’s largest enterprises.
• Identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents.
• Act as the CEO of your territory with autonomy and accountability for the results.
• Work with a dedicated Solutions Engineer (SE) to deliver the technical win.