Vice President of Sales

Vice President of Sales

Requirements

• Proven strategic leadership experience at the RVP level, overseeing large enterprise sales teams.
• Strong track record of scaling sales organisations and delivering multimillion-dollar revenue growth.
• Deep understanding of enterprise software sales, ideally in SaaS, cybersecurity, DevSecOps, or software supply chain management.
• Expertise in go-to-market planning, forecasting, and revenue operations.
• Exceptional executive presence, communication, and stakeholder management skills.
• Experience in managing and influencing cross-functional teams and aligning sales strategies with company objectives.
• Hands-off, strategic mindset—focused on long-term success, not individual deal execution.
• Willingness to travel 30-40% as needed.

Responsibilities

• Define and execute a long-term enterprise sales strategy that aligns with Sonatype’s global revenue objectives.
• Drive predictable revenue growth, ensuring sustainable business expansion and increasing market share.
• Act as a key partner to the wider organisation, providing data-driven insights and recommendations on go-to-market strategies.
• Refer to territory planning, segmentation, and forecasting to optimise sales operations across regions.
• Identify market opportunities, industry trends, and competitive dynamics, ensuring Sonatype remains at the forefront of the software supply chain industry.
• Champion a customer-centric approach, ensuring our sales strategy aligns with customer needs and delivers exceptional value.
• Partner with Marketing, Product, Customer Success, and Finance to drive go-to-market alignment and ensure seamless execution.
• Work closely with Operations and RevOps teams to implement data-driven decision-making, improve forecasting, and optimise sales efficiency.
• Influence product development priorities by providing strategic feedback from enterprise customers and sales teams.
• Deliver a high-performance culture, promoting collaboration, accountability, and innovation across the sales organisation.
• Build and scale a world-class enterprise sales organisation, with an emphasis on talent development, leadership training, and performance management.
• Drive a culture of coaching and mentorship, ensuring sales leaders develop and grow within the company.
• Establish clear KPIs, sales methodologies, and reporting structures to improve visibility and accountability across teams.
• Implement best-in-class sales processes, tools, and technologies to enhance productivity and efficiency.
• Represent Sonatype as a thought leader in the market, engaging with key customers, partners, and industry stakeholders.
• Play a critical role in board-level discussions, presenting sales performance, market trends, and strategic initiatives.
• Champion diversity, equity, and inclusion (DEI) within the sales organisation and broader company culture.
• Ensure adherence to Sonatype’s ethical standards, compliance policies, and corporate governance practices.

Preferred Qualifications

No preferred qualifications provided.