Velocity客户经理高级经理，北美
Senior Manager, Velocity Account Executives, North America
Sonatype 是一个软件供应链管理平台，使企业能够以人工智能的速度构建、治理和保障软件。依托 Maven Central 和 Nexus Repository 的传统，Sonatype 处于现代软件开发的核心位置，为全球数千家企业和超过 1500 万开发者保护数字供应链。随着 AI 编码代理和自动化流程加速软件开发，Sonatype 提供了创新所必需的关键治理、实时边界保护和深度组件智能，同时不牺牲信任、安全或控制。
高级经理，客户经理 是一个关键的收入领导角色，旨在建立、扩展并实现 Sonatype 高速商业引擎的运作。该职位位于高速商业执行与 AI 赋能销售生产力的交汇点，将负责带领一批 Velocity 客户经理，管理高数量、30 天内的交易销售周期。
这是打造 Sonatype 下一代商业销售引擎的重要机会。随着我们向 5 亿美元营收目标迈进，我们需要一位亲力亲为的销售领导者，能够将高速度团队转变为可预测的收入引擎，并成为我们更广泛 GTM 组织的人才工厂。
你将身先士卒——指导交易、培养销售人员、建立外呼纪律，并利用 AI 从根本上提升团队的工作方式。如果你热爱组建团队、培养人才并将潜力转化为绩效，这将是你留下真实影响的领导角色。
岗位成果：
商业速度与配额达成：带领每位 AEs 管理 80 万美元至 110 万美元的年经常性收入（ARR）配额，每年完成 32 至 44 笔交易（平均 ARR 1 万至 3 万美元），交易周期在 30 天以内。
运营架构与团队扩展：设计并实施 GTM 运营模型、销售人员入职手册和区域边界规则，确保新招聘人员在 60 天内具备生产力，然后再扩展人手。
AI 运营效率：在整个团队中嵌入二级至三级 AI 销售工作流（AI 潜在客户研究、信息个性化、Gong 通话摘要、Salesforce 自动记录），在不造成行政疲劳的情况下最大化活动速度。
人才发展与领导梯队：招募、指导并留住顶尖的早期职业成交人才，
查看英文原文
Sonatype is the software supply chain management platform that empowers enterprises to build, govern, and secure software at AI speed. Founded on the legacy of Maven Central and Nexus Repository, Sonatype sits at the epicenter of modern software development, protecting the global digital supply chain for thousands of enterprise organizations and over 15 million developers worldwide. As software development accelerates through AI coding agents and automated workflows, Sonatype provides the critical governance, real-time perimeter protection, and deep component intelligence required to innovate without sacrificing trust, security, or control.
The Senior Manager, Account Executives is a pivotal revenue leadership role designed to build, scale, and operationalize Sonatype’s high-velocity commercial engine. Operating at the intersection of hyper-growth commercial execution and AI-enabled sales productivity, this leader will drive the strategy and daily execution for a cohort of Velocity Account Executives managing high-volume, sub-30-day transactional sales cycles.
This is a pivotal opportunity to build the next generation of Sonatype’s commercial sales engine. As we scale toward $500M, we’re looking for a hands-on sales leader who can turn a high-velocity team into both a predictable revenue engine and a genuine talent factory for our wider GTM organisation.
You’ll lead from the front—coaching deals, developing sellers, creating outbound discipline and using AI to fundamentally improve how the team works. If you love building teams, developing talent and turning potential into performance, this is the kind of leadership role where you can leave a real mark.
Role Outcomes:
Commercial Velocity & Quota Attainment: Achieve and exceed regional revenue targets by leading a team of AEs each managing an $800k–$1.1M ARR quota, closing 32–44 transactions annually ($10k–$30k average ARR) with sub-30-day deal velocity.
Operating Architecture & Team Scale: Design and implement the GTM operating model, rep onboarding playbooks, and territory guardrails to get new cohort hires productive within 60 days before scaling headcount.
AI Operational Productivity: Embed Level 2–3 AI sales workflows across the team (AI prospecting research, message personalization, Gong call summarization, Salesforce auto-logging) to maximize activity velocity without administrative burnout.
Talent Development & Leadership Pipeline: Recruit, coach, and retain top early-career closing talent, establishing the Velocity AE track as Sonatype's premier internal GTM talent launchpad.
Responsibilities:
Daily Responsibilities
Lead daily/weekly pipeline generation, deal inspection, and active deal coaching cadences across the Velocity AE cohort.
Inspect CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics across all deal stages.
Coach reps on conducting autonomous technical product walk-throughs (Sonatype Firewall and Repository) without SE partnership.
Strategic Responsibilities
Partner with RevOps and Sales Leadership to define non-overlapping regional/vertical territories and discounting authority guardrails.
Build and refine outbound sales playbooks, leveraging AI generation tools to scale personalized outreach across target accounts.
Analyze deal velocity data to identify high-converting buyer triggers and streamline the sub-30-day transactional close motion.
Cross-Functional Responsibilities
Partner with Enablement to design role-specific onboarding certifications and continuous learning paths for early-career sellers.
Collaborate with Marketing and RevOps on targeted outbound campaigns and lead routing rules.
Feed real-time field insights to Product Marketing regarding buyer objections, competitive moves, and feature requests.
We’re looking for more than a sales manager, we want a true coach, talent builder and commercial operator who gets genuine satisfaction from making sellers better.
We’ll prioritise leaders from software supply chain security, SCA, AppSec, DevSecOps, developer tooling and adjacent cybersecurity markets who already understand our buyers, competitive landscape and technical sales motion.
You’ll be hands-on with pipeline, deals, Gong calls, outbound execution and rep development, while using AI to remove friction and accelerate productivity.
Most importantly, we want a builder who can turn this team into both a high-velocity revenue engine and one of Sonatype’s strongest internal talent pipelines. If you want to build the team people want to join and develop the sellers our competitors wish they could hire, we want to hear from you.
Things we are proud of:
2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024
Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year"
SD Times: Best in Show Security
Fast Company Best Workplaces for Innovators 2024
The Herd Top 100 Private Software Companies 2024
2023 Leader in Forrester-Wave for Software Compensation Analysis
2023 Gartner's Magic Quadrant
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)
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.