Senior Manager, SMB Sales — High-Velocity (Remote)

Sonatype; Atlanta (GA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Sonatype is the software supply chain management platform that empowers enterprises to build, govern, and secure software at AI speed. The Senior Manager, SMB, North America is a pivotal revenue leadership role designed to drive a high-velocity commercial engine across the NA region from Atlanta.

This hybrid, full-time leadership position emphasizes coaching, outbound discipline, and AI-enabled sales productivity to turn potential into performance.

Responsibilities

• Lead daily/weekly pipeline generation, deal inspection, and active deal coaching cadences across the Velocity AE cohort.
• Inspect CRM hygiene, forecast accuracy (Clari/Salesforce), and funnel conversion metrics across all deal stages.
• Coach reps on conducting autonomous technical product walk-throughs (Sonatype Firewall and Repository) without SE partnership.
• Partner with RevOps and Sales Leadership to define non-overlapping regional/vertical territories and discounting authority guardrails.
• Build and refine outbound sales playbooks, leveraging AI generation tools to scale personalized outreach across target accounts.
• Analyze deal velocity data to identify high-converting buyer triggers and streamline the sub-30-day transactional close motion.
• Partner with Enablement to design role-specific onboarding certifications and continuous learning paths for early-career sellers.
• Collaborate with Marketing and RevOps on targeted outbound campaigns and lead routing rules.
• Feed real-time field insights to Product Marketing regarding buyer objections, competitive moves, and feature requests.

Job description

Sonatype is the software supply chain management platform that empowers enterprises to build, govern, and secure software at AI speed. The Senior Manager, SMB, North America is a pivotal revenue leadership role designed to drive a high-velocity commercial engine across the NA region from Atlanta.

This hybrid, full-time leadership position emphasizes coaching, outbound discipline, and AI-enabled sales productivity to turn potential into performance.