Sonatype

Sales Engineer

• Establish immediate credibility with enterprise CTOs, Chief Architects, and DevSecOps leaders, positioning Sonatype seamlessly within their complex cloud blueprints.
• Drive technical win strategies for high-value accounts requiring deep infrastructure, Cloud AI integration, and GitOps expertise.
• Standardize and elevate how Sonatype products are deployed, demonstrated, and scaled across modern AWS and containerized environments.
• Seamlessly step into high-level technical relationships, ensuring no drop in the specialized expertise our strategic accounts expect.
• Lead technical discovery, design complex architectural blueprints, and deliver deeply technical demonstrations tailored to enterprise cloud environments.
• Guide prospects on embedding Sonatype solutions into modern CI/CD pipelines, container registries, and cloud infrastructure using Terraform and Helm.
• Advise enterprises on how to safely harness and secure Cloud AI and LLM data intelligence within their software supply chains without introducing net-new risk.
• Translate complex infrastructure capabilities (AWS multi-account strategies, Kubernetes scaling, network topologies) into clear business outcomes and risk-mitigation strategies.
• Act as a critical bridge to Product and Engineering to influence the roadmap based on enterprise cloud trends, while mentoring the broader SE team on infrastructure deep-dives.

Chief Marketing Officer

• Own the strategy, design, and execution for building and expanding our enterprise go to market.
• Work closely with the CMO, CRO, and VP of Growth to drive company revenue impact.
• Design, launch, and optimize Sonatype’s foundational enterprise ABM playbook within your first 90 days.
• Create a seamless feedback loop between Enterprise Sales, Demand Gen, and Product Marketing.
• Define the performance metrics and business cases required to transition from a solo builder to a scaled ABM department over time.
• Measure, analyze, and optimize campaign performance, tying ABM efforts directly to pipeline velocity, ACV expansion, and closed-won revenue metrics.

Head of Account Based Marketing

Support Engineer

• Debug, and troubleshoot incidents with Sonatype products and solutions
• Replicate customer issues
• Assist product management in developing and prioritizing enhancement lists
• Summarize, communicate, and escalate customer experiences to management
• Contribute to and maintain Knowledge Base
• Respond to customer inquiries via support cases, email, chat and phone

Product Support Engineer

Chief of Staff

• Serve as a strategic partner, trusted advisor, and operational force multiplier for Sonatype’s Go-To-Market (GTM) executive leadership.
• Align strategic priorities, drive cross-functional execution across Marketing, Product, and Sales.
• Manage GTM operational cadence, ensuring leadership's vision translates into measurable business growth.
• Establish, manage, and continuously optimize the operating cadence across the Marketing, Sales, and Product organizations.
• Drive completion of key cross-functional strategic initiatives.

Chief of Staff, Marketing

Account Executive

• Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share.
• New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.
• Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.
• Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

Enterprise Account Executive, Public Sector

Account Manager

• Accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships.
• Generating qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem.
• Owning a portfolio of high-potential regional partners helping them become trusted advisors.
• Partnering closely with Sonatype’s primary fulfillment and procurement partners to ensure enterprise opportunities progress efficiently.
• Driving joint account planning, partner enablement, pipeline generation and commercial execution across their territory.
• Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings.

Channel Partner Manager, DACH, CEE

Performance Marketing

• Lead all aspects of strategy, development, execution, and optimization for full-funnel global campaigns - connecting with new users, paid accounts and users, and paid ingests.
• Planning, coordination and execution of strategies and tactics, coordinated across sales, customer success and marketing to activate campaigns and achieve business outcomes.
• Develop detailed creative brief for each campaign and program initiative that includes design direction, copywriting, targets, segmentation, content, goals, etc.
• Support the development of campaign outreach strategies by audience and segment to identify appropriate communication vehicles and channel mix to support coordinated campaign objectives and performance targets.
• Coordinate with cross-functional teams to develop impactful strategies/campaigns.

Campaign Manager

• Responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships
• Own a portfolio of high-potential regional partners, helping them become trusted advisors
• Partner closely with Sonatype’s primary fulfillment and procurement partners ensuring enterprise opportunities progress efficiently through procurement, licensing, and commercial negotiations
• Drive joint account planning, partner enablement, pipeline generation, and commercial execution across their territory

Channel Partner Manager

Product Designer

• Develop a deep understanding of Sonatype’s multi-product developer platform, personas, and core *jobs to be done*.
• Work closely with PMs and engineers to co-create user flows and experience direction — UX leads the thinking, but the outputs are created and iterated on together, not in isolation.
• Map complex IA, developer workflows, permissions models, and multi-product interactions into clear, intuitive experience patterns.
• Create user and product flows in Miro that reflect real constraints, technical realities, and team input.
• Shape conceptual designs and UX architectures for new features and continuous, iterative improvements — not large-scale redesigns.
• Build coded UX prototypes using Claude Code, VS Code, GitHub workflows, and front-end fundamentals (HTML/CSS/JS/React). These prototypes behave like real product experiences.
• Ensure your prototypes are structured enough that AI tools can generate engineering specs, scope definitions, and implementation requirements directly from your code diffs.
• Conduct lightweight, practical research (interviews, surveys, UAT, quick validation) when needed — and know when to proceed without research to keep momentum.
• Collaborate early and often to align constraints, scope, design direction, and technical feasibility.

Staff Product Designer

Backend Engineer

• Debug and troubleshoot incidents with Sonatype products and solutions
• Reproduce defects and file actionable issues for product engineering
• Replicate customer deployment environments for testing (docker, AWS, Azure, Kubernetes, and more)
• Represent Technical Support and customer interests in Engineering and Product Management discussions
• Assist product management in developing and prioritizing enhancement lists
• Summarize, communicate, and escalate customer experiences to management
• Contribute to and maintain our Knowledge Base
• Contribute to our diagnostic tools and utilities, and create new ones
• Respond to customer inquiries via support cases, email, chat, and phone

Java Product Support Engineer

• Accelerate net-new logo acquisition
• Run high-velocity transactional sales cycles
• Secure land-and-expand revenue footprints within highly specialized government ecosystems
• Maintain a high daily volume of outbound touches (calls, emails, social outreach)
• Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
• Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
• Conduct precise technical-commercial discoveries

Account Executive – Inside Sales, Federal

Sales

• Lead, scale, and optimize a high-performing team of Enterprise Account Executives.
• Drive revenue generation across the Eastern United States territory.
• Own the regional forecast accuracy and deal execution discipline.
• Build an environment characterized by deep consultative discovery and strategic customer advocacy.
• Collaborate with Sales Engineering, Renewals, RevOps, and Product Marketing.

Regional Vice President of Sales – US East

• 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.