Sonatype · 3 days ago
Regional Vice President, Federal Sales
Washington, DC
Full-time
Hybrid
Director/Executive
10+ years expSonatype is the software supply chain security company providing solutions for secure software development. The Regional Vice President of Federal Sales is responsible for driving sales initiatives within Federal agencies and developing strategies to capture market opportunities while building high-performing teams.
Cyber SecurityDeveloper ToolsEnterprise SoftwareOpen SourceSoftware
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
Qualification
Required
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
Benefits
Parental leave
Diversity and inclusion working groups
Flexible working practices
Company
Sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$154.71MKey Investors
TPGGoldman Sachs Growth EquityNew Enterprise Associates
2019-11-18Acquired
2018-09-07Private Equity· $80M
2016-02-03Private Equity· $30M
Leadership Team
Bhagwat Swaroop
Chief Executive Officer
Brian Fox
Co-founder & CTO
Recent News
DevOps.com
2026-01-16
2025-12-09
2025-11-21
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