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- Tasks: Lead and inspire a team managing key customer relationships across EMEA.
- Company: Join Sonatype, a pioneer in software supply chain management and DevSecOps.
- Benefits: Enjoy flexible working, parental leave, and paid volunteer time off.
- Why this job: Shape the future of secure software while driving growth and innovation.
- Qualifications: 10+ years in enterprise software with leadership experience in strategic accounts.
- Other info: Up to 30% travel required; diverse and inclusive workplace culture.
The predicted salary is between 72000 - 108000 £ per year.
Sonatype is the software supply chain management company. We are on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.
From running the world’s largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the world’s only solution that stops malicious open-source malware in its tracks, we are constantly innovating and serving thousands of organizations and over 15 million developers around the world.
The location for this role is based out of our London Office with up to 30% travel required.
As the Regional Vice President (RVP) of Strategic Accounts, you will own Sonatype’s most valuable customer relationships across EMEA, managing multi-million-dollar ARR portfolios that are central to the company’s growth strategy. You will lead, coach, and scale a team of Strategic Value Directors (SVDs) who operate as trusted advisors, embedding Sonatype’s platform into customers’ long-term success. Your north star is Net Revenue Retention (target ≥ 120 %), balancing aggressive expansion with unwavering retention.
- Recruit, mentor, and inspire a diverse team of SVDs to become consultative, data-driven partners to strategic enterprise clients.
- Coach SVDs on value-oriented product and domain depth when required, ensuring they can engage credibly with engineering and security leadership on SDLC, DevSecOps, and software-supply-chain security topics.
- Create a psychologically safe, high-performance culture that rewards strategic thinking, outcome-based planning, and continuous learning.
- Guide the team in developing multi-year account strategies that combine success plans, white-space mapping, and cross-sell/upsell motions, ensuring they are pressure-tested and aligned to customer business outcomes.
- Act as executive sponsor within select lighthouse accounts, building board-level credibility and reinforcing Sonatype’s mission-critical value.
- Provide accurate, data-driven forecasting that highlights risk, mitigation plans, and opportunity trajectories.
- Champion disciplined deal management, negotiation excellence, and on-time execution.
- Collaborate with Marketing on account-based campaigns, executive events, and thought-leadership programs that resonate with strategic buyers.
- Lead the strategic customer-growth engine of the company that invented software supply-chain management.
- Influence the product roadmap and help shape the future of secure software innovation.
10+ years in enterprise software (SaaS, DevOps, cybersecurity) with 3+ years leading regional or global strategic-account teams.
- Extensive expertise in the SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, and AI-assisted development tools.
- Strategic, data-driven, and emotionally intelligent; Fluent at navigating diverse business cultures across EMEA; additional European languages are a plus.
- 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.
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, colour, 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.
Sonatype’s Strategic Accounts represent not just revenue, but long-term strategic relationships that directly influence our product, brand, and trajectory. As the RVP leading this function, you are a linchpin between customer advocacy and company growth—shaping the narrative and performance of how we serve and expand our most valuable partnerships in the region.
Travel Requirements: Up to 30% travel across EMEA for customer and team engagements.
Employment type: Full-time
Industries: Software Development
Contact Detail:
Sonatype Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land EMEA Data Risk Management - Vice President
✨Tip Number 1
Network with professionals in the software supply chain and DevSecOps industries. Attend relevant conferences, webinars, or local meetups to connect with potential colleagues and industry leaders who can provide insights into the role and company culture.
✨Tip Number 2
Familiarise yourself with Sonatype's products and their impact on software development. Understanding how their solutions address security and efficiency in the software supply chain will help you engage more effectively during interviews.
✨Tip Number 3
Prepare to discuss your experience in leading strategic account teams and how you've driven revenue retention and growth in previous roles. Be ready to share specific examples that demonstrate your ability to manage high-value customer relationships.
✨Tip Number 4
Showcase your emotional intelligence and cultural awareness, especially in relation to EMEA markets. Highlight any multilingual skills or experiences working across diverse business cultures to set yourself apart from other candidates.
We think you need these skills to ace EMEA Data Risk Management - Vice President
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in enterprise software, particularly in SaaS, DevOps, and cybersecurity. Emphasise your leadership roles and any achievements related to managing strategic accounts.
Craft a Compelling Cover Letter: In your cover letter, express your passion for Sonatype's mission and how your background aligns with their goals. Mention specific experiences that demonstrate your ability to lead teams and manage multi-million-dollar portfolios.
Showcase Relevant Skills: Highlight your expertise in SDLC, DevSecOps, and AI-assisted development tools. Use specific examples to illustrate how you've successfully navigated diverse business cultures and driven customer success.
Prepare for the Interview: Research Sonatype’s products and recent achievements, such as awards and recognitions. Be ready to discuss how you can influence their product roadmap and contribute to their growth strategy in the EMEA region.
How to prepare for a job interview at Sonatype
✨Understand the Company and Its Mission
Before your interview, make sure you thoroughly research Sonatype and its mission in the software supply chain management space. Familiarise yourself with their products, especially Nexus Repository and their approach to DevSecOps. This will help you articulate how your experience aligns with their goals.
✨Showcase Your Leadership Experience
As a candidate for the Regional Vice President role, it's crucial to highlight your leadership skills. Prepare examples of how you've successfully led teams, mentored individuals, and driven strategic initiatives in previous roles. Be ready to discuss how you can inspire and develop a team of Strategic Value Directors.
✨Demonstrate Data-Driven Decision Making
Given the emphasis on data-driven strategies in the job description, come prepared with examples of how you've used data to inform your decisions in past roles. Discuss specific metrics you've tracked and how they influenced your account strategies or customer engagement.
✨Prepare for Scenario-Based Questions
Expect scenario-based questions that assess your problem-solving abilities and strategic thinking. Think about potential challenges you might face in this role, such as managing multi-million-dollar portfolios or navigating complex customer relationships, and prepare your responses accordingly.
