Senior Manager, Velocity Account Executives, EMEA
Core
Lead and scale a high-velocity team of 6-8 Territory Account Executives to drive outbound hunting and new logo acquisition for Sonatype's software supply chain security platform.
Role type
Senior Manager, Velocity Account Executives
Builds
High-volume outbound sales pipeline and new enterprise customer logos using the Sonatype Firewall wedge product
Domain
Software Supply Chain Security / DevOps / Cybersecurity
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Sales team leadership, outbound prospecting, pipeline forecasting, performance management, talent development, commercial methodology (MEDDPICC), CRM management
Preferred skills
German language proficiency, experience with AI prospecting tools
Technologies
Salesforce, Outreach, Gong, LinkedIn Sales Navigator, AI prospecting tools
Responsibilities
Direct and coach 6-8 Territory Account Executives to achieve 50+ closed deals annually per AE, enforce disciplined outbound prospecting cadences, redesign sales workflows using AI and automation, partner with Field Marketing and RevOps for account-based growth, maintain accurate weekly pipeline forecasting, conduct daily/weekly deal reviews and coaching sessions
Seniority
Senior, hands-on IC