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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 43200 - 72000 £ 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, 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.
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 VP Brand Management, EMEA
✨Tip Number 1
Network with professionals in the software supply chain and DevSecOps industries. Attend relevant conferences or webinars where you can meet potential colleagues or industry leaders, as personal connections can often lead to job opportunities.
✨Tip Number 2
Familiarise yourself with Sonatype's products and their impact on the software development lifecycle. Understanding how their solutions address security and efficiency will help you engage more effectively during interviews and discussions.
✨Tip Number 3
Demonstrate your leadership skills by sharing examples of how you've successfully managed teams in previous roles. Highlight your experience in mentoring and developing talent, as this is crucial for the RVP position.
✨Tip Number 4
Stay updated on industry trends, especially around AI/ML and open-source software. Being knowledgeable about current challenges and innovations will position you as a thought leader and show your commitment to the field.
We think you need these skills to ace VP Brand Management, EMEA
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 strategic account management.
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 manage multi-million-dollar portfolios and lead diverse teams.
Showcase Relevant Skills: Highlight your expertise in SDLC, DevSecOps, and software supply-chain security. Use concrete examples to illustrate your strategic thinking and data-driven decision-making abilities.
Research the Company: Familiarise yourself with Sonatype’s products and recent achievements, such as awards and recognitions. This knowledge will help you articulate how you can contribute to their growth and success during the application process.
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 to change how the world innovates in software development. Familiarise yourself with their products, especially around DevSecOps and software supply chain management, as this will show your genuine interest and alignment with their goals.
✨Demonstrate Leadership Experience
As a candidate for the VP Brand Management role, it's crucial to highlight your leadership experience. Prepare specific examples of how you've successfully led teams, mentored individuals, and driven strategic initiatives in previous roles, particularly in enterprise software or related fields.
✨Showcase Your Strategic Thinking
Be ready to discuss your approach to developing multi-year account strategies and how you balance aggressive expansion with customer retention. Use data-driven insights to illustrate your past successes and how they can translate to Sonatype's objectives.
✨Prepare for Cultural Fit Questions
Sonatype values a psychologically safe and high-performance culture. Be prepared to discuss how you foster such an environment in your teams. Share examples of how you've encouraged strategic thinking and continuous learning among your team members.
