Senior Manager, Velocity Account Executives, North America

📋 Description

• Lead a high-velocity Velocity AE cohort and coach deals, outbound discipline, and rep development.
• Oversee pipeline generation, deal inspection, and coaching cadences; maintain CRM hygiene and
• Coach reps on autonomous product walkthroughs (Sonatype Firewall and Repository) without SE
• Partner with RevOps and Sales Leadership to define territories and discounting guardrails.
• Build outbound playbooks and leverage AI tools to scale personalized outreach.
• Analyze deal velocity data to streamline sub-30-day close motions.

🎯 Requirements

• Experience leading high-volume enterprise sales teams and optimizing GTM motions.
• Proficient with AI-enabled sales productivity and automation (AI prospecting, Gong, Salesforce).
• Familiarity with CRM (Clari/Salesforce) and outbound sales playbooks.
• Strong coaching, talent development, and cross-functional collaboration skills.
• Ability to design and implement territory guardrails and enablement programs.
• Hands-on with pipeline, deals, and real-time field feedback to product/marketing.

🎁 Benefits

• Flexible remote work with a focus on building a strong internal GTM talent pipeline.
• Opportunity to scale a high-velocity revenue engine and shape Sonatype’s commercial execution.