Senior Manager, Velocity Account Executives, North America

Sonatype
Atlanta
Workplace: HybridFull timeFunction: SalesSkills: ["Coaching","Leadership","Outbound discipline","Cross-functional collaboration","Data-driven decision-making"]

Lead and scale Sonatype’s Velocity Account Executives across North America, driving daily execution, deal coaching, and pipeline generation for sub-30-day transactional cycles. Own CRM hygiene, forecasting accuracy (Clari/Salesforce), funnel conversion, and deal velocity insights. Partner with RevOps, Enablement, Marketing, and Product Marketing to build outbound playbooks, onboarding certifications, and territory guardrails—while embedding AI workflows and developing early-career closing talent.

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FursaFursa
Sonatype
Sonatype
1 month ago

Senior Manager, Velocity Account Executives, North America

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Source: Company careers pageValidated by: Fursa AI
Last checked: 13 hours agoStatus: Live

Job Summary

Lead and scale Sonatype’s Velocity Account Executives across North America, driving daily execution, deal coaching, and pipeline generation for sub-30-day transactional cycles. Own CRM hygiene, forecasting accuracy (Clari/Salesforce), funnel conversion, and deal velocity insights. Partner with RevOps, Enablement, Marketing, and Product Marketing to build outbound playbooks, onboarding certifications, and territory guardrails—while embedding AI workflows and developing early-career closing talent.
Location: Atlanta
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Manager level

Key Responsibilities

  • •Lead daily/weekly pipeline generation, deal inspection, and active deal-coaching cadences across the Velocity AE cohort.
  • •Maintain CRM hygiene and drive forecast accuracy and funnel conversion metrics across all deal stages using Clari and Salesforce.
  • •Coach reps to run autonomous technical product walk-throughs of Sonatype Firewall and Repository without SE partnership.
  • •Partner with RevOps and Sales leadership to define territories/verticals and discounting authority guardrails; build outbound sales playbooks with AI-enabled personalized outreach.
  • •Embed Level 2–3 AI sales workflows (e.g., AI prospecting, message personalization, Gong summarization, Salesforce auto-logging) while developing, recruiting, and retaining early-career closing talent.

Pay and Benefits

Perks:Parental LeaveVolunteer Time

Key Requirements

  • •Prioritize leaders from software supply chain security, SCA, AppSec, DevSecOps, developer tooling, and adjacent cybersecurity markets.
  • •Understand Sonatype buyers and the competitive landscape, and drive the technical sales motion.
  • •Coach reps on autonomous technical product walk-throughs of Sonatype Firewall and Repository without SE partnership.
  • •Ensure strong CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics.
  • •Recruit, coach, and retain early-career closing talent to build and scale the Velocity AE track.
Experience:SaaSCybersecurityDevSecOps
Skills:CoachingLeadershipOutbound disciplineCross-functional collaborationData-driven decision-making
Tech Stack:ClariSalesforceGongAI prospecting researchMessage personalization

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