sonatype - Regional Vice President of Sales (RVP) – US East

• Predictable Regional ARR Performance: The US East territory consistently hits or exceeds quarterly net-new ARR and expansion quotas with high linearity, eliminating end-of-quarter revenue drop-offs. • Field Execution Density: Individual contributors operate with high execution consistency; at least 80% of your aligned account executives achieve or exceed their designated quota baselines annually. • Deal Velocity and Value Maximization: Average sales cycle times contract through your active deal orchestration, value blueprinting, and early alignment of customer business objectives. • Frictionless Technical and Commercial Synergy: Pre-sales technical win validations (PoCs) are seamlessly synchronized with commercial closing tracks, ensuring technical selections convert to transactions with strong unit economics. • Regional rolling forecasts are delivered to executive leadership with minimal landing variance, utilizing deep deal criteria rather than casual rep sentiment. • Enterprise accounts experience high product adoption density, protecting gross retention rates and setting clean foundations for multi-year expansion cycles. • Strategic competitive bake-offs convert into clear wins by equipping your reps with modern sales methodologies to neutralize market alternatives. • Field Execution Leadership: Direct, coach, and scale a regional team of individual contributor Enterprise Account Executives, establishing clear operational execution metrics. • Forecast and Pipeline Governance: Manage weekly, monthly, and quarterly forecast roll-ups with high data precision within Salesforce and Clari, serving as the first line of pipeline verification. • Deal Coaching & Structuring: Actively engage in field transactions, guiding reps through enterprise navigation, competitive trap-setting, and complex procurement pathways. • Cross-Functional Alignment: Partner deeply with Regional Sales Engineering Managers to ensure pre-sales resources are deployed efficiently across high-value targets. • Territory & Capacity Design: Analyze regional data intelligence to construct optimized account patches and manage rep capacity modeling to maximize market coverage. • Executive Sponsorship: Serve as the corporate executive touchpoint on critical regional transactions, unlocking high-stakes commercial relationships across Fortune 100 accounts. • Things that we are proud of: • 2025 AI Compliance Solution of the Year - AI Breakthrough Awards • 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology • 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report) • 2023 Fast Company Best Places for Innovators • 2023 Gartner’s Magic Quadrant • 2023 Software Report’s Top 100 Software Companies • 2023 BuiltIn Best Places to Work • 2022 Frost & Sullivan Technology Innovation Leader Award • 2022 PeerSpot Silver Peer Award in Software Composition Analysis • 2022 Tech Ascension Best DevOps Security Solution Award • 2022 NVCT Cyber Company of the Year • Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. • 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.”