Washington, D.C. - Remote•South East Region - Remote•Tysons, VA•US - Eastern - Remote•US- Southeast -Remote
Hybrid
Director
Full Time
9 months ago
Strategic AccountsEnterprise SoftwareSaaSDevOpsCybersecurityLeadershipCustomer SuccessSalesRemoteTravel up to 30%
Requirements
- •10+ years in enterprise software (SaaS, DevOps, cybersecurity)
- •3+ years leading regional or global strategic-account teams
- •Proven success managing $10M+ ARR portfolios
- •Achieving NRR ≥ 120% in complex, multi-stakeholder environments
- •Extensive expertise in SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, AI-assisted development tools
- •Executive presence with ability to engage CxO stakeholders
- •Strategic, data-driven, and emotionally intelligent leadership
- •Fluent at navigating diverse business cultures across America
What You'll Do
- •Own and manage multi-million-dollar ARR portfolios central to company growth strategy
- •Lead, coach, and scale a team of Strategic Value Directors (SVDs)
- •Recruit, mentor, and inspire a diverse team of SVDs
- •Coach SVDs on product and domain knowledge related to SDLC, DevSecOps, and software-supply-chain security
- •Create a psychologically safe, high-performance culture
- •Track and improve pipeline health, customer sentiment, executive engagement, and portfolio NRR
- •Guide team in developing multi-year account strategies including success plans and cross-sell/upsell motions
- •Oversee preparation and delivery of executive business reviews and roadmap sessions
- •Act as executive sponsor within select lighthouse accounts
- •Own and exceed portfolio NRR, GRR, and expansion quotas
- •Provide accurate, data-driven forecasting
- •Champion disciplined deal management and negotiation
- •Channel customer insights to Product & Engineering
- •Collaborate with Marketing on account-based campaigns and thought-leadership programs
- •Sponsor lighthouse initiatives to showcase company vision
Nice to Have
- •Proven ability to partner with CxO-level executives in technical and business domains
- •Familiarity with version-control systems, pipeline automation, code-quality/testing frameworks, and software supply-chain security solutions
- •Experience leveraging customer-health metrics, product telemetry, and CRM insights to shape account strategy
Benefits
- •Parental leave
- •Diversity and inclusion working groups
- •Flexible working practices
- •Paid Volunteer Time Off (VTO)
- •Company Wellness Week
About sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
Fulton, MD, US
500 - 1000
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