Regional Vice President, Strategic Accounts
Sonatype
Washington, DC, USA · Remote
Posted on Dec 19, 2025
Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.
From running the world's largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the world’s only solution that stops malicious open-source malware in its tracks, we're constantly innovating and serving thousands of organizations and over 15 million developers around the world.
We have lofty goals for our technology and intelligence to power all software engineering and security teams. And, we need you to do that. Join us!
Learn more at www.sonatype.com.
As the Regional Vice President (RVP) of Strategic Accounts, you will own Sonatype’s most valuable customer relationships across America, managing multi-million-dollar ARR portfolios that are central to the company’s growth strategy. You will lead, coach, and scale a team of Strategic Value Directors (SVDs) who operate as trusted advisors, embedding Sonatype’s platform into customers’ long-term success. Your north star is Net Revenue Retention (target ≥ 120 %), balancing aggressive expansion with unwavering retention.
Key Responsibilities
Team Leadership & Development
Recruit, mentor, and inspire a diverse team of SVDs to become consultative, data-driven partners to strategic enterprise clients.
Coach SVDs on value-oriented product and domain depth when required, ensuring they can engage credibly with engineering and security leadership on SDLC, DevSecOps, and software-supply-chain security topics.
Create a psychologically safe, high-performance culture that rewards strategic thinking, outcome-based planning, and continuous learning.
Track and improve leading indicators, including pipeline health, customer sentiment, executive engagement, and portfolio NRR.
Strategic Customer Engagement Oversight
Guide the team in developing multi-year account strategies that combine success plans, white-space mapping, and cross-sell/upsell motions, ensuring they are pressure-tested and aligned to customer business outcomes.
Oversee preparation and delivery of executive business reviews and roadmap sessions that quantify ROI, surface new opportunities, and strengthen strategic alignment.
Act as executive sponsor within select lighthouse accounts, building board-level credibility and reinforcing Sonatype’s mission-critical value.
Revenue & Retention Leadership
Own and exceed portfolio NRR, GRR, and expansion quotas by orchestrating “land, expand, and defend” plays in partnership with Sales Engineering, Customer Success, Support, Product, and Marketing.
Provide accurate, data-driven forecasting that highlights risk, mitigation plans, and opportunity trajectories.
Champion disciplined deal management, negotiation excellence, and on-time execution.
Cross-Functional Influence
Channel customer insights to Product & Engineering to shape roadmap priorities and innovation pilots that address market-wide challenges at scale.
Collaborate with Marketing on account-based campaigns, executive events, and thought-leadership programs that resonate with strategic buyers.
Sponsor lighthouse initiatives that showcase Sonatype’s vision and accelerate adoption across global divisions.
What’s in It for You?
Lead the strategic customer-growth engine of the company that invented software supply-chain management.
Influence the product roadmap and help shape the future of secure software innovation.
Work with forward-thinking enterprises and passionate, collaborative colleagues around the globe.
Who are you:
- 10+ years in enterprise software (SaaS, DevOps, cybersecurity) with 3+ years leading regional or global strategic-account teams.
- Proven success managing $10 M+ ARR portfolios and achieving NRR ≥ 120 % in complex, multi-stakeholder environments.
- Extensive expertise in the SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, and AI-assisted development tools.
- Executive presence with the ability to engage CxO stakeholders across engineering, security, and business domains.
- Strategic, data-driven, and emotionally intelligent; able to lead through ambiguity and change while keeping teams focused.
- Fluent at navigating diverse business cultures across America.
It would be outstanding if you also had:
- Proven ability to partner with CxO-level executives in both technical and business domains.
- Familiarity with version-control systems, pipeline automation, code-quality/testing frameworks, and software supply-chain security solutions.
- Experience leveraging customer-health metrics, product telemetry, and CRM insights to shape account strategy.
Things that we are proud of:
- 2023 Forrester Leader in SCA
- #1 ranked SCA
- 2022 Frost & Sullivan Technology Innovation Leader Award: Sonatype earned Frost & Sullivan’s 2022 Global Technology Innovation Leadership Award in Development and Operations (DevOps) Security.
- NVTC 2022 Cyber Company of the Year: Sonatype was named Commercial Cyber Company of the Year and a Capital Cyber Award-winner by the Northern Virginia Technology Council (NVTC)
- 2022 Annual Peer Award: Sonatype’s Nexus Lifecycle won a PeerSpot Silver Peer Award as a leading Enterprise Technology solution in the Software Composition Analysis category.
- 2022 Best in Biz Award: Sonatype CEO Wayne Jackson was recognized as a Silver Winner in the Best in Biz Awards' Executive of the Year category.
- Tech Ascension Awards: Sonatype was named the Best DevOps Security Solution for Nexus Lifecycle and Nexus Firewall (Software Composition Analysis).
- BuiltIn Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list and Washington DC Best Midsize Places to Work list.
- Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)
Why This Role Matters
Sonatype’s Strategic Accounts represent not just revenue, but long-term strategic relationships that directly influence our product, brand, and trajectory. As the RVP leading this function, you are a linchpin between customer advocacy and company growth—shaping the narrative and performance of how we serve and expand our most valuable partnerships in the region.
Travel RequirementsUp to 30 % travel across EMEA for customer and team engagements.
0 - 0 GBP a year
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.