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Sonatype is seeking a Marketing Growth Manager to optimize external pipeline generation partners. This role is responsible for driving campaigns, qualified meetings, and pipeline creation. The ideal candidate is revenue-oriented, analytical, and excited to leverage AI, automation, and modern GTM tools to improve sales development. You will manage operating cadence with external partners, testing new methods for account identification, buyer prioritization, personalized outreach, and conversion improvement.
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 hiring a Marketing Growth Manager to own and optimize our external pipeline generation partners. This person will be accountable for driving campaigns, qualified meetings, pipeline creation, and continuous improvement across inbound and outbound demand motions.
This role is ideal for someone who is revenue-oriented, analytical, and excited to explore how AI, automation, agentic workflows, and modern GTM tools can improve sales development. The right candidate will manage a strong operating cadence with our external partners while testing new ways to identify accounts, prioritize buyers, personalize outreach, accelerate follow-up, and improve conversion.
This role sits at the intersection of Marketing, Sales, Revenue Operations, and pipeline generation partners.
Own the performance of Sonatype’s pipeline generation partners across regions, campaigns, and sales segments.
Set clear weekly, monthly, and quarterly expectations for qualified meetings, opportunity creation, pipeline generation, follow-up speed, activity quality, and conversion rates.
Run weekly performance reviews, campaign standups, goal setting and SLA tracking with pipeline generation partners and marketing counterparts.
Hold sales and partners accountable to quotas, quality standards, messaging, follow-up expectations, and data hygiene requirements.
Identify performance gaps quickly and drive corrective action through, process improvements, targeting changes, or partner escalation.
Partner with Marketing and Sales to convert inbound demand into qualified pipeline through timely, personalized follow-up.
Build and manage outbound programs targeting priority accounts, personas, buying groups, and use cases.
Collaborate with Product Marketing, Field Marketing, Performance Marketing, Marketing Operations, and Sales to ensure pipeline generation programs are aligned to clear ICPs, relevant personas, compelling messaging, campaign priorities, and timely business triggers across inbound and outbound motions.
Evaluate which accounts, personas, messages, offers, and channels generate the strongest meeting and pipeline outcomes.
Test AI, agentic workflows, automation platforms, enrichment tools, intent data, personalization tools, and outbound sequencing technologies to improve external partner productivity and conversion.
Design experiments to improve account research, buyer identification, message personalization, lead scoring, call preparation, meeting booking, nurture, and re-engagement.
Develop workflows that leverage and extend Sonatype’s GTM systems, including Salesforce, HubSpot, and Gong.
Partner with Marketing to translate Sonatype’s positioning into effective pipeline generation messaging, outreach frameworks, engagement strategies, and persona-specific campaign guidance across inbound and outbound programs.
Analyze conversion by persona, account type, segment, campaign, use case, channel, and sales team to identify what is working and what needs to change.
Create feedback loops between Sales, Marketing, Product Marketing, Campaigns, and external pipeline generation partners so market insights and field learnings continuously improve targeting, messaging, and engagement strategies.
Own reporting and performance analysis across pipeline generation programs, including inbound, outbound, account-based, and partner-supported motions.
Track core metrics including speed-to-lead, meetings booked, meeting acceptance, meeting show rates, opportunity conversion, pipeline created, pipeline quality, and pipeline progression.
Use data to decide where to double down, where to cut effort, and where to redesign the motion.
Within the first 90 days, this person will have:
Within 6–12 months, this person will have:
Things that we are proud of
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.