Senior Manager, SMB, EMEA at Sonatype

Job description

Sonatype is the software supply chain security company. Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. We are uniquely positioned to lead this next era. Sonatype operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence. We are looking for people who want to build. People who are scrappy, entrepreneurial, hands-on, and hungry to make an impact. Sonatype is at an exciting inflection point, and we need teammates who can see the opportunity ahead, move with urgency, and help us shape the way the world builds secure software in the AI era. As the Senior Manager, Velocity Account Executives at Sonatype, you will lead, coach, and scale a high-velocity team of 6 to 8 full-cycle Territory Account Executives (TAEs). This team operates at the frontline of Sonatype’s Go-To-Market transition, moving from historical inbound dependency toward a proactive, high-volume outbound hunting engine where each AE is responsible for their own pipeline creation. Managing sub-$50k deal sizes, your team is expected to drive transaction velocity, closing 50+ deals per account executive annually. In alignment with Sonatype’s Employee Value Proposition, we are seeking a leader of "Future Builders", someone who leverages continuous experimentation, outbound rigor, and AI-amplified workflows to drive unprecedented commercial velocity. You will instill a relentless hunting culture focused on taking market share, leveraging our preventative Sonatype Firewall as the primary commercial wedge to capture new logos quickly and build a foundational installed base for future enterprise expansion. ROLE OUTCOMES: Within your first 12 months in this role, you will be expected to deliver on the following concrete value metrics: • High-Velocity Deal Execution: Drive team performance to consistently achieve and exceed team targets of 50+ closed deals per AE per year (sub-$50k deal category), ensuring predictable quarterly pipeline conversion and run-rate revenue. • Outbound Pipeline Expansion: Transition the territory team to an outbound hunting motion, generating at least 60% of new sales pipeline through outbound prospecting, targeted account plays, and full-funnel prospecting and lead generation. • New Logo Acquisition & Wedge Growth: Accelerate new enterprise customer acquisition across assigned territories, utilizing Sonatype Firewall as a fast-onboarding wedge product to achieve >100% YoY growth in velocity logo additions. • AI & Process Optimization: Automate and redesign sales workflows using AI tools and modern sales tech, reducing deal cycle times by 15-20% and maximizing AE active selling time. ROLE RESPONSIBILITIES: • Sales Team Leadership & Execution: Direct, inspect, and coach a high-performing team of 6–8 Territory Account Executives handling velocity sales cycles (sub-$50k transaction size). • Hunting & Outbound Rigor: Enforce a disciplined, proactive outbound cadence. Teach AEs how to map accounts, identify target personas (VP of Engineering and CISO), and drive cold-to-close pipeline. This team is entirely self-sufficient, owning the end-to-end sales process from initial outreach to closed-won deal, with no BDR/SDR support. •