Sales Engineer, West Coast

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. We are seeking a Principal Sales Engineer with a deep Cloud Architect background to serve as our premier technical specialist for complex enterprise architectures. This is not a broad, generic sales engineering position; it is a highly specialized role designed to fill the critical gap. In this role, you will act as the ultimate authority on modern cloud infrastructure, advanced orchestration, and the intersection of Cloud AI with software supply chain security. You will partner with our largest, most sophisticated enterprise prospects to architect secure, scalable supply chains within modern AWS, IaC, and Kubernetes ecosystems, positioning Sonatype as an indispensable layer of their cloud-native strategy. Outcomes Architectural Authority: Establish immediate credibility with enterprise CTOs, Chief Architects, and DevSecOps leaders, positioning Sonatype seamlessly within their complex cloud blueprints. Accelerated Enterprise Pipeline: Drive technical win strategies for high-value accounts requiring deep infrastructure, Cloud AI integration, and GitOps expertise. Infrastructure-as-Code Leadership: Standardize and elevate how Sonatype products are deployed, demonstrated, and scaled across modern AWS and containerized environments. Technical Continuity: Seamlessly step into high-level technical relationships, ensuring no drop in the specialized expertise our strategic accounts expect. Responsibilities Advanced Solutions Engineering: Lead technical discovery, design complex architectural blueprints, and deliver deeply technical demonstrations tailored to enterprise cloud environments. Cloud & Infrastructure Architecture: Guide prospects on embedding Sonatype solutions into modern CI/CD pipelines, container registries, and cloud infrastructure using Terraform and Helm. Cloud AI Secure Integration: Advise enterprises on how to safely harness and secure Cloud AI and LLM data intelligence within their software supply chains without introducing net-new risk. Strategic Technical Value Selling: Translate complex infrastructure capabilities (AWS multi-account strategies, Kubernetes scaling, network topologies) into clear business outcomes and risk-mitigation strategies. Feedback Loop & Mentorship: Act as a critical bridge to Product and Engineering to influence the roadmap based on enterprise cloud trends, while mentoring the broader SE team on infrastructure deep-dives. Who You Are Cloud Architect Backbone: Proven experience as a Cloud Architect or Lead Infrastructure Engineer prior to or during your Sales Engineering career. AWS Master: Deep, production-level familiarity with AWS ecosystems (EKS, IAM, VPC networking, ECS, and security controls). AWS Professional or Specialty certifications are highly desirable. Infrastructure-as-Code & Orchestration Expert: Strong, hands-on mastery of Terraform for provisioning and Helm for managing Kubernetes deployments. Cloud AI Fluent: Clear understanding of modern Cloud AI services, vector databases, and how developers are leveraging AI in the software development lifecycle (SDLC). Elite Sales Engineering Expertise: A track record of steering complex, multi-stakeholder proof-of-concepts (PoCs) and technical evaluations in the Fortune 500 space. 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 & Benefits 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. 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