The Regional Vice President of Sales (RVP) - US East exists to lead, scale, and optimize a high-performing team of Enterprise Account Executives driving revenue generation across our premier Eastern United States territory. Operating as a strategic first-line sales manager at the Director level, you are responsible for converting regional market potential into predictable, high-velocity ARR growth. This role is not an administrative status-tracker; it is an active execution and execution leadership crucible that bridges executive growth targets with immediate field execution.
In this role, you own the regional forecast accuracy, deal execution discipline, and professional maturity of your direct field team. You will build an environment characterized by deep consultative discovery, unassailable data hygiene, and strategic customer advocacy. By collaborating cross-functionally with Sales Engineering, Renewals, RevOps, and Product Marketing, you ensure your team systematically out-negotiates market alternatives and expands Sonatype's market dominance across complex Fortune 500 accounts. Your success is measured by regional net-new ARR attainment, compressed sales cycles, and the development of an elite, scalable sales bench.
ROLE OUTCOMESSuccess in this role looks like:- Predictable Regional ARR Performance: The US East territory consistently hits or exceeds quarterly net-new ARR and expansion quotas with high linearity, eliminating end-of-quarter revenue drop-offs.
- Field Execution Density: Individual contributors operate with high execution consistency; at least 80% of your aligned account executives achieve or exceed their designated quota baselines annually.
- Deal Velocity and Value Maximization: Average sales cycle times contract through your active deal orchestration, value blueprinting, and early alignment of customer business objectives.
- Frictionless Technical and Commercial Synergy: Pre-sales technical win validations (PoCs) are seamlessly synchronized with commercial closing tracks, ensuring technical selections convert to transactions with strong unit economics.
You will be successful when:- Regional rolling forecasts are delivered to executive leadership with minimal landing variance, utilizing deep deal criteria rather than casual rep sentiment.
- Enterprise accounts experience high product adoption density, protecting gross retention rates and setting clean foundations for multi-year expansion cycles.
- Strategic competitive bake-offs convert into clear wins by equipping your reps with modern sales methodologies to neutralize market alternatives.
ROLE RESPONSIBILITIES- Field Execution Leadership: Direct, coach, and scale a regional team of individual contributor Enterprise Account Executives, establishing clear operational execution metrics.
- Forecast and Pipeline Governance: Manage weekly, monthly, and quarterly forecast roll-ups with high data precision within Salesforce and Clari, serving as the first line of pipeline verification.
- Deal Coaching & Structuring: Actively engage in field transactions, guiding reps through enterprise navigation, competitive trap-setting, and complex procurement pathways.
- Cross-Functional Alignment: Partner deeply with Regional Sales Engineering Managers to ensure pre-sales resources are deployed efficiently across high-value targets.
- Territory & Capacity Design: Analyze regional data intelligence to construct optimized account patches and manage rep capacity modeling to maximize market coverage.
- Executive Sponsorship: Serve as the corporate executive touchpoint on critical regional transactions, unlocking high-stakes commercial relationships across Fortune 100 accounts.
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2025 AI Compliance Solution of the Year - AI Breakthrough Awards
2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
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2022 Frost & Sullivan Technology Innovation Leader Award
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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.
