Find a job 
Featured Companies 
Featured Universities 
For Companies At a Glance
- Tasks: Lead and inspire a team to manage key customer relationships across EMEA.
- Company: Sonatype is a pioneer in software supply chain management, innovating for secure software development.
- Benefits: Enjoy flexible working practices, parental leave, and a wellness week for personal growth.
- Why this job: Shape the future of secure software while working with passionate colleagues globally.
- Qualifications: 10+ years in enterprise software with proven success in managing large portfolios.
- Other info: Join a diverse and inclusive workplace that values your unique contributions.
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.
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.
Key Responsibilities- Team Leadership & Development: 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. Track and improve leading indicators, including pipeline health, customer sentiment, executive engagement, and portfolio NRR.
- Strategic Customer Engagement Oversight: 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. Oversee preparation and delivery of executive business reviews and roadmap sessions that quantify ROI, surface new opportunities, and strengthen strategic alignment. Act as executive sponsor within select lighthouse accounts, building board-level credibility and reinforcing Sonatype’s mission-critical value.
- Revenue & Retention Leadership: Own and exceed portfolio NRR, GRR, and expansion quotas by orchestrating “land, expand, and defend” plays in partnership with Sales Engineering, Customer Success, Support, Product, and Marketing. Provide accurate, data-driven forecasting that highlights risk, mitigation plans, and opportunity trajectories. Champion disciplined deal management, negotiation excellence, and on-time execution.
- Cross-Functional Influence: Channel customer insights to Product & Engineering to shape roadmap priorities and innovation pilots that address market-wide challenges at scale. Collaborate with Marketing on account-based campaigns, executive events, and thought-leadership programs that resonate with strategic buyers. Sponsor lighthouse initiatives that showcase Sonatype’s vision and accelerate adoption across global divisions.
- 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.
- Work with forward-thinking enterprises and passionate, collaborative colleagues around the globe.
- 10+ years in enterprise software (SaaS, DevOps, cybersecurity) with 3+ years leading regional or global strategic-account teams.
- Proven success managing $10 M+ ARR portfolios and achieving NRR ≥ 120 % in complex, multi-stakeholder environments.
- Extensive expertise in the SDLC, DevSecOps, CI/CD, artifact management, container orchestration (Kubernetes), OSS governance, and AI-assisted development tools.
- Executive presence with the ability to engage CxO stakeholders across engineering, security, and business domains.
- Strategic, data-driven, and emotionally intelligent; able to lead through ambiguity and change while keeping teams focused.
- Fluent at navigating diverse business cultures across EMEA; additional European languages are a plus.
- Proven ability to partner with CxO-level executives in both 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.
- 2023 Forrester Leader in SCA
- #1 ranked SCA
- 2022 Frost & Sullivan Technology Innovation Leader Award: Sonatype earned Frost & Sullivan’s 2022 Global Technology Innovation Leadership Award in Development and Operations (DevOps) Security.
- NVTC 2022 Cyber Company of the Year: Sonatype was named Commercial Cyber Company of the Year and a Capital Cyber Award-winner by the Northern Virginia Technology Council (NVTC)
- 2022 Annual Peer Award: Sonatype’s Nexus Lifecycle won a PeerSpot Silver Peer Award as a leading Enterprise Technology solution in the Software Composition Analysis category.
- 2022 Best in Biz Award: Sonatype CEO Wayne Jackson was recognized as a Silver Winner in the Best in Biz Awards' Executive of the Year category.
- Tech Ascension Awards: Sonatype was named the Best DevOps Security Solution for Nexus Lifecycle and Nexus Firewall (Software Composition Analysis).
- BuiltIn Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list and Washington DC Best Midsize Places to Work list.
- Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- 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.
Why This Role MattersSonatype’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 RequirementsUp to 30 % travel across EMEA for customer and team engagements.
Regional Vice President, Strategic Accounts, EMEA (Basé à London) employer: Golden Bees
Contact Detail:
Golden Bees Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Regional Vice President, Strategic Accounts, EMEA (Basé à London)
✨Tip Number 1
Familiarise yourself with Sonatype's products and their impact on the software supply chain. Understanding how Nexus Repository and other tools work will help you engage more effectively with potential clients and demonstrate your expertise during discussions.
✨Tip Number 2
Network within the DevSecOps community and attend relevant industry events. Building relationships with key players in the field can provide insights into customer needs and expectations, which is crucial for a role focused on strategic accounts.
✨Tip Number 3
Showcase your leadership skills by sharing examples of how you've successfully managed teams in complex environments. Highlighting your ability to inspire and mentor others will resonate well with Sonatype's focus on team development.
✨Tip Number 4
Prepare to discuss your experience with data-driven decision-making. Being able to articulate how you've used metrics to drive revenue growth and customer retention will align perfectly with the expectations for this role.
We think you need these skills to ace Regional Vice President, Strategic Accounts, EMEA (Basé à London)
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 multi-million-dollar portfolios.
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 strategic account teams and achieve high Net Revenue Retention.
Showcase Your Leadership Skills: Provide examples of how you've successfully recruited, mentored, and inspired teams in previous roles. Highlight your ability to create a high-performance culture and your experience in coaching team members on complex topics like SDLC and DevSecOps.
Demonstrate Strategic Thinking: Illustrate your strategic mindset by discussing how you've developed multi-year account strategies in the past. Include any experience you have with cross-selling and upselling, as well as how you've engaged with CxO stakeholders to drive business outcomes.
How to prepare for a job interview at Golden Bees
✨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 in the context of DevSecOps and open-source security, as this will show your genuine interest and alignment with their goals.
✨Demonstrate Leadership Experience
As a candidate for the Regional Vice President role, be prepared to discuss your previous leadership experiences. Highlight specific examples where you've successfully managed teams, coached individuals, and driven performance in complex environments, particularly in enterprise software or related fields.
✨Showcase Your Strategic Thinking
Prepare to discuss how you would develop multi-year account strategies and engage with CxO stakeholders. Use examples from your past roles to illustrate your ability to think strategically and align customer success with business outcomes, which is crucial for this position.
✨Be Ready for Data-Driven Discussions
Since the role requires a strong focus on metrics like Net Revenue Retention, come equipped with data-driven insights from your previous roles. Be ready to discuss how you've used customer health metrics and CRM insights to shape account strategies and drive growth.
