Vice President of Sales

Summary

Join Sonatype as the Vice President of Sales and become a key member of the Senior Leadership Team. Drive the strategic vision, execution, and expansion of the enterprise sales organization. Oversee a team of sales managers leading approximately 25 Enterprise Account Executives. Focus on long-term planning, revenue strategy, operational excellence, and cross-functional leadership. Shape a high-performing, scalable sales organization, ensuring alignment with company goals and exceeding growth targets. This role is pivotal in shaping Sonatype's future success.

Requirements

• Proven strategic leadership experience at the RVP level, overseeing large enterprise sales teams
• Strong track record of scaling sales organisations and delivering multimillion-dollar revenue growth
• Deep understanding of enterprise software sales, ideally in SaaS, cybersecurity, DevSecOps, or software supply chain management
• Expertise in go-to-market planning, forecasting, and revenue operations
• Exceptional executive presence, communication, and stakeholder management skills
• Experience in managing and influencing cross-functional teams and aligning sales strategies with company objectives
• Hands-off, strategic mindset—focused on long-term success, not individual deal execution
• Willingness to travel 30-40% as needed

Responsibilities

• Define and execute a long-term enterprise sales strategy that aligns with Sonatype’s global revenue objectives
• Drive predictable revenue growth, ensuring sustainable business expansion and increasing market share
• Act as a key partner to the wider organisation, providing data-driven insights and recommendations on go-to-market strategies
• Refer to territory planning, segmentation, and forecasting to optimise sales operations across regions
• Identify market opportunities, industry trends, and competitive dynamics, ensuring Sonatype remains at the forefront of the software supply chain industry
• Champion a customer-centric approach, ensuring our sales strategy aligns with customer needs and delivers exceptional value
• Partner with Marketing, Product, Customer Success, and Finance to drive go-to-market alignment and ensure seamless execution
• Work closely with Operations and RevOps teams to implement data-driven decision-making, improve forecasting, and optimise sales efficiency
• Influence product development priorities by providing strategic feedback from enterprise customers and sales teams
• Deliver a high-performance culture, promoting collaboration, accountability, and innovation across the sales organisation
• Build and scale a world-class enterprise sales organisation, with an emphasis on talent development, leadership training, and performance management
• Drive a culture of coaching and mentorship, ensuring sales leaders develop and grow within the company
• Establish clear KPIs, sales methodologies, and reporting structures to improve visibility and accountability across teams
• Implement best-in-class sales processes, tools, and technologies to enhance productivity and efficiency
• Represent Sonatype as a thought leader in the market, engaging with key customers, partners, and industry stakeholders
• Play a critical role in board-level discussions, presenting sales performance, market trends, and strategic initiatives
• Champion diversity, equity, and inclusion (DEI) within the sales organisation and broader company culture
• Ensure adherence to Sonatype’s ethical standards, compliance policies, and corporate governance practices

Benefits

• Parental leave
• Flexible working practices