Senior Manager, Velocity Account Executives, EMEA

Sonatype
Germany, United Kingdom
Workplace: HybridFull timeFunction: SalesSkills: ["Leadership","Coaching","Outbound prospecting","Sales pipeline management","Process optimization"]

Lead and scale a high-velocity team of 6–8 Territory Account Executives at the frontline of the go-to-market transition. Coach outbound hunting rigor to drive cold-to-close pipeline, own end-to-end sales from outreach to closed-won, and redesign workflows with AI-enabled prospecting and automation. Partner with Field Marketing and Revenue Operations to execute account-based growth programs, maintain forecasting and performance discipline, and deliver 50+ deals per AE annually while growing new logos and velocity.

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FursaFursa
Sonatype
Sonatype
1 month ago

Senior Manager, Velocity Account Executives, EMEA

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Source: Company careers pageValidated by: Fursa AI
Last checked: 9 hours agoStatus: Live

Job Summary

Lead and scale a high-velocity team of 6–8 Territory Account Executives at the frontline of the go-to-market transition. Coach outbound hunting rigor to drive cold-to-close pipeline, own end-to-end sales from outreach to closed-won, and redesign workflows with AI-enabled prospecting and automation. Partner with Field Marketing and Revenue Operations to execute account-based growth programs, maintain forecasting and performance discipline, and deliver 50+ deals per AE annually while growing new logos and velocity.
Location: Germany, United Kingdom
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Direct, inspect, and coach a high-performing team of 6–8 Territory Account Executives handling velocity sales cycles.
  • •Enforce disciplined outbound cadence: teach account mapping, target personas (VP of Engineering and CISO), and drive cold-to-close pipeline.
  • •Redesign AE workflows as a “Work Designer” by implementing AI-driven prospecting, automated outreach tools, and streamlined CRM practices.
  • •Partner with Field Marketing and Revenue Operations to execute targeted account-based growth programs and optimize resource allocation.
  • •Maintain operational rigor for pipeline inspection, activity tracking, weekly forecasting, and lead daily/weekly deal reviews and call shadowing.

Pay and Benefits

Perks:Parental LeavePaid LeaveWellness StipendFlexible Work

Key Requirements

  • •3+ years of direct sales management experience leading high-velocity inside sales or territory account executive teams within SaaS, DevOps, or Cybersecurity industries.
  • •Experience managing teams through high transaction volume environments (50+ deals).
  • •Ability to transition a territory team to an outbound hunting motion and drive disciplined outbound prospecting and full-funnel lead generation.
  • •Strong coaching and leadership capability using daily/weekly deal reviews, call shadowing, and active coaching to build sales leaders.
  • •Experience optimizing sales workflows using AI-driven prospecting and modern sales tech to reduce deal cycle times and increase active selling time.
Experience:SaaSDevOpsCybersecurity
Skills:LeadershipCoachingOutbound prospectingSales pipeline managementProcess optimization
Tech Stack:AI toolsAutomated outreach toolsCRMSonatype Firewall

Company Brief

Sonatype
Provides software supply chain automation and open-source governance solutions, including Nexus Repository, Nexus Lifecycle, and Nexus IQ, to help organizations manage, secure, and govern components across the software development lifecycle.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Lexington, United States
Founded: 2008
WebsiteLinkedIn