Regional Vice President, Federal Sales

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

The Regional Vice President of Federal Sales is a critical leadership position responsible for driving Sonatype's Federal sales initiatives and developing a winning strategy to capture this dynamic and growing market opportunity. The ideal candidate will bring extensive Federal sales expertise, a strong network of relationships within Federal agencies, and a proven track record of exceeding sales targets while building and scaling high-performing teams.

If you’re a high-performing Federal sales leader with a passion for building impactful teams and delivering exceptional results, we’d love to hear from you.

Key Responsibilities:
• Develop, evolve, and execute a comprehensive Federal sales and marketing strategy.
• Demonstrate a thorough understanding of the Federal sales cycle, including navigating partner networks and procurement processes.
• Identify, source, and cultivate new sales opportunities across Federal agencies.
• Analyze market dynamics to maximize existing successes and identify new growth opportunities.
• Build and nurture key relationships with stakeholders and decision-makers across the Federal sector.
• Collaborate with strategic partners to develop competitive, winning offers.
• Provide clear guidance to proposal teams by articulating key stakeholder expectations.
• Recruit, manage, and develop a high-performing team of Federal sales representatives and solutions architects.
• Establish operational command of the Sonatype Federal Business, including scaling pipelines and developing annual, quarterly, and monthly plans aligned with company objectives.
• Serve as the "ambassador" of Sonatype's Public Sector business within the Federal community, influencing company objectives through innovation, partnerships, and incentive strategies.

Key Competencies and Qualifications:
• Minimum of 10 years of experience in Federal software sales, with at least 4 years in a Federal sales leadership role.
• Extensive and up-to-date contact list within the Federal agency community.
• Deep understanding of Federal infrastructure, agencies, and procurement processes.
• Proven track record of consistently meeting or exceeding established goals and objectives.
• Strong ability to build and scale Federal sales operations with a results-oriented mindset.
• Experience developing and executing multi-year growth strategies aligned with company objectives.
• Exceptional ability to identify and develop new leads, leveraging strong prospecting and cold-calling skills.
• Demonstrated success in building and maintaining relationships with Federal stakeholders, decision-makers, and partners.
• Experience conducting product demos and effectively communicating technical solutions to Federal clients.
• Excellent verbal and written communication, presentation, and interpersonal skills.
• A highly motivated, results-driven leader with the grit, determination, and energy required to build an exceptional Federal sales business.

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.