Sonatype

Regional Vice President of Sales (RVP) – US East

U.S.

Full-Time

Remote

TLDR

Lead and scale a high-performing Enterprise sales team to drive predictable ARR growth across a premier regional territory, shaping execution discipline and cross-functional collaboration.

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains. The Regional Vice President of Sales (RVP) – US East exists to lead, scale, and optimize a high-performing team of Enterprise Account Executives driving revenue generation across our premier Eastern United States territory. Operating as a strategic first-line sales manager at the Director level, you are responsible for converting regional market potential into predictable, high-velocity ARR growth. This role is not an administrative status-tracker; it is an active execution and execution leadership crucible that bridges executive growth targets with immediate field execution. In this role, you own the regional forecast accuracy, deal execution discipline, and professional maturity of your direct field team. You will build an environment characterized by deep consultative discovery, unassailable data hygiene, and strategic customer advocacy. By collaborating cross-functionally with Sales Engineering, Renewals, RevOps, and Product Marketing, you ensure your team systematically out-negotiates market alternatives and expands Sonatype’s market dominance across complex Fortune 500 accounts. Your success is measured by regional net-new ARR attainment, compressed sales cycles, and the development of an elite, scalable sales bench. ROLE OUTCOMES

Success in this role looks like:

Predictable Regional ARR Performance: The US East territory consistently hits or exceeds quarterly net-new ARR and expansion quotas with high linearity, eliminating end-of-quarter revenue drop-offs.

Field Execution Density: Individual contributors operate with high execution consistency; at least 80% of your aligned account executives achieve or exceed their designated quota baselines annually.

Deal Velocity and Value Maximization: Average sales cycle times contract through your active deal orchestration, value blueprinting, and early alignment of customer business objectives.

Frictionless Technical and Commercial Synergy: Pre-sales technical win validations (PoCs) are seamlessly synchronized with commercial closing tracks, ensuring technical selections convert to transactions with strong unit economics.

You will be successful when:

Regional rolling forecasts are delivered to executive leadership with minimal landing variance, utilizing deep deal criteria rather than casual rep sentiment.

Enterprise accounts experience high product adoption density, protecting gross retention rates and setting clean foundations for multi-year expansion cycles.

Strategic competitive bake-offs convert into clear wins by equipping your reps with modern sales methodologies to neutralize market alternatives.

ROLE RESPONSIBILITIES

Field Execution Leadership: Direct, coach, and scale a regional team of individual contributor Enterprise Account Executives, establishing clear operational execution metrics.

Forecast and Pipeline Governance: Manage weekly, monthly, and quarterly forecast roll-ups with high data precision within Salesforce and Clari, serving as the first line of pipeline verification.

Deal Coaching & Structuring: Actively engage in field transactions, guiding reps through enterprise navigation, competitive trap-setting, and complex procurement pathways.

Cross-Functional Alignment: Partner deeply with Regional Sales Engineering Managers to ensure pre-sales resources are deployed efficiently across high-value targets.

Territory & Capacity Design: Analyze regional data intelligence to construct optimized account patches and manage rep capacity modeling to maximize market coverage.

Executive Sponsorship: Serve as the corporate executive touchpoint on critical regional transactions, unlocking high-stakes commercial relationships across Fortune 100 accounts.

Things that we are proud of:

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)

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.”

Benefits

Flexible Work Hours

Flexible working practices

Diversity and inclusion initiatives

Diversity and inclusion working groups

Paid Parental Leave

Parental leave

Paid Time Off

Paid Volunteer Time Off (VTO)

Wellness Stipend

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.

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Sonatype

Sonatype provides comprehensive software supply chain security solutions, empowering over 2,000 organizations to create and maintain secure software. Our distinctive approach combines proactive protection against malicious open source, enterprise-grade SBOM management, and a leading dependency management platform, making us a trusted partner for enterprises looking to innovate securely and efficiently.

Founded: Founded 2008
Employees: 201-500 employees
Industry: Internet Software & Services
Total raised: $150M raised

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VP of Sales