Strategic Value Director, DACH

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.You will be the strategic heartbeat for our most critical customers. These aren't just accounts; they are partners who view Sonatype as essential to their security and speed.In this role, you will be empowered to act like an owner, serving as the primary commercial and strategic guide for a defined set of high-value Strategic Accounts. You will blend deep technical fluency with sharp business acumen to defend our footprint and drive aggressive growth. You won't do it alone, you will collaborate with a team of Customer Success and Solutions Engineers to ensure our customers achieve lasting success.You are the lead point of contact for Sonatype’s highest-value Strategic Accounts in the DACH region. This is a hybrid high-level consultative and commercial role responsible for defending existing ARR (renewals) and driving aggressive growth (expansion). You will leverage deep subject matter expertise in the SDLC to map Sonatype solutions to critical business outcomes.What You’ll AchieveStrategic Value Creation: You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform.Commercial Growth: You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms.Trusted Partnership: You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements.Orchestration: You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments.What You Bring to the TableDevOps & Security Fluency: You have a deep, practical understanding of the modern software factory—including CI/CD tooling, artifact repositories, IDEs, OSS governance, containerization, and AI-code assist.Strategic Sales Experience: You have years of success selling technical solutions and managing multi-million dollar ARR relationships in a complex, competitive market.Data-Driven Mindset: You use data, feedback, and empathy to make decisions and drive strategy.Bold Leadership: You challenge the status quo and take smart risks. You are self-motivated with a bias for action and the courage to be bold, but not reckless.Our Values in ActionCustomers at Our Core: We obsess over creating customer value, not just satisfaction.Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry.Inclusive Collaboration: We work better together. We bring authenticity and respect to every interaction.Trust & Accountability: Integrity guides how we show up, for our customers, our colleagues, and our community.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.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.