About this Head of Account Based Marketing role at Sonatype

Sonatype · Remote · US-Mid-Atlantic - Remote

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.

Sonatype is the software supply chain security company. Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down.

We are uniquely positioned to lead this next era. Sonatype operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence.

We are looking for people who want to build. People who are scrappy, entrepreneurial, hands-on, and hungry to make an impact. Sonatype is at an exciting inflection point, and we need teammates who can see the opportunity ahead, move with urgency, and help us shape the way the world builds secure software in the AI era.

As the Head of Account Based Marketing (ABM) at Sonatype, you will own the strategy, design, and execution for building and expanding our enterprise go to market, working closely with the CMO, CRO, and VP of Growth to drive company revenue impact. This is the largest of our strategic growth investment pillars designed to accelerate our growth and momentum in the Fortune 500.

This role is built for a highly strategic, execution-oriented marketer who is currently a Senior Manager ready to step up into a Director-level scope. This is a pure "builder" position: you won’t be inheriting a polished playbook or managing an army of vendors on day one. You will roll up your sleeves, establish the initial framework, prove the model through execution, and eventually build a team out beneath you.

Operating in a high-velocity, ambiguous environment, you will partner directly with our VP of Growth to complement the deep marketing operations expertise with your elite, field-tested enterprise marketing chops. You are low-ego but high-conviction, capable of pushing boundaries and challenging leadership constructively to unlock massive enterprise growth.

Outcomes:

Pipeline Expansion: Stand up a multi-tiered ABM framework (1:1, 1:Few) that directly moves the needle on expanding our enterprise pipeline toward the $300M target.

Program Architecture from Zero: Design, launch, and optimize Sonatype’s foundational enterprise ABM playbook within your first 90 days without relying on existing templates or pre-established processes.

Strategic Alignment: Create a seamless, friction-free feedback loop between Enterprise Sales, Demand Gen, and Product Marketing to ensure highly targeted, personalized accounts receive maximum impact orchestration.

Scalable Team Blueprint: Define the performance metrics and business cases required to transition from a solo builder to a scaled, structured ABM department over time.

Responsibilities:

End-to-End Execution: Personally handle the heavy lifting of initial campaign creation, custom content coordination, target account selection alignment, and localized execution.

Strategic Partnership: Act as the strategic counterweight and collaborative partner to the VP of Demand Gen, challenging assumptions and bringing deep enterprise execution expertise to the broader marketing leadership team.

Account Selection & Insights: Utilize data-driven insights to isolate high-value enterprise targets, mapping organizational hierarchies and identifying custom entry points for tailored messaging.

Cross-Functional Orchestration: Partner with Sales Leadership to ensure tight operational alignment, ensuring BDRs and AEs are lock-step with ongoing bespoke marketing motions.

Performance Tracking: Measure, analyze, and optimize campaign performance, tying ABM efforts directly to pipeline velocity, ACV expansion, and closed-won revenue metrics.

Who you are:

The Ultimate Builder: You thrive in chaos and ambiguity. You don't need a map; you enjoy drawing it yourself. You have a proven track record of standing up programs where none existed.

Elite Enterprise Execution: Deep, practical experience running complex, multi-touch enterprise ABM programs at scale. You are a practitioner who understands the nuances of enterprise buyer journeys, not just someone who manages marketing automation software.

Low Ego, High Impact: You care about substance over status. You are highly competitive and hungry to win, but possess the emotional intelligence to navigate executive relationships and push for excellence without creating organizational friction.

Agile Operational Style: Comfortable working at a breakneck pace where pivots happen fast. You can execute today while simultaneously planning the architecture for tomorrow.

Things that we are proud of:

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
2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
2023 Fast Company Best Places for Innovators
2023 Gartner’s Magic Quadrant
2023 Software Report’s Top 100 Software Companies
2023 BuiltIn Best Places to Work
2022 Frost & Sullivan Technology Innovation Leader Award
2022 PeerSpot Silver Peer Award in Software Composition Analysis
2022 Tech Ascension Best DevOps Security Solution Award
2022 NVCT Cyber Company of the Year

Company Wellness Week — We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. Paid Volunteer Time Off (VTO).

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.

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About this Head of Account Based Marketing role at Sonatype

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