Enterprise Account Executive

🕒 vor 4 Tagen

🇺🇸 Vereinigte Staaten – Remote

⏰ Vollzeit

🟡 Mittelstufe

🟠 Senior

🧑‍💼 Vertriebsmitarbeiter

👻 Geisterscore 10%

Was es bedeutet: die Wahrscheinlichkeit, dass für diese Stelle niemand wirklich einstellt.So liest du es: 60 % oder höher heißt, wir halten das für einen Geisterjob. Niedrigere Werte sind weniger bedenklich.Wie wir werten: Dauer offen, Neuveröffentlichungen, offene Stellen vs Teamgröße, wie schnell Stellen geschlossen werden, und ob ein Gehalt angegeben ist.Hinweis: eine Schätzung aus öffentlichen Daten, kein Urteil über das Unternehmen. Echte Stellen können hoch punkten, nutze es also als Hinweis, nicht als Fakt.

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Sonatype

WebsiteLinkedInAlle Stellen

501 - 1000 Mitarbeiter

Gegründet 2008

🔒 Cybersecurity

☁️ SaaS

💰 €80.000.000 Private Equity Round im 2018-09

Cybersecurity • Software • SaaS

Sonatype ist ein führendes Unternehmen im Bereich der Software Composition Analysis (SCA) und des Software-Lieferkettenmanagements. Das Unternehmen bietet Lösungen zur Automatisierung der Sicherheit in der Software-Lieferkette, zum Aufbau zentralisierter Komponenten, zur Kontrolle von Open-Source-Risiken und zur Vereinfachung der Einhaltung der Software-Stückliste (SBOM). Sonatype bietet Werkzeuge wie Nexus Repository, Repository Firewall, Lifecycle und SBOM Manager, die Entwicklern helfen, qualitativ hochwertigen Code sicher zu liefern und Risiken durch Schwachstellen zu managen. Sonatype integriert sich in zahlreiche Tools und Sprachen, um Entwicklungs-, Sicherheits- und Betriebsteams bei der Sicherstellung sicherer Deployments zu unterstützen. Das Unternehmen ist bekannt für seine vollständigen Software-Lieferkettenlösungen, die künstliche Intelligenz nutzen, um bösartige Komponenten vorherzusagen und abzufangen und die Sicherheit in Branchen wie Finanzdienstleistungen und Technologie zu erhöhen.

Beschreibung

• Develop and execute an enterprise territory strategy across assigned US West accounts • Own new-logo acquisition and build and convert a sustainable pipeline of high-value enterprise opportunities • Identify and prioritize strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape, and commercial potential • Build account plans covering organizational structures, executive stakeholders, buying committees, incumbent providers, and entry points • Generate self-sourced pipeline through outbound prospecting, executive engagement, account-based campaigns, and strategic networking • Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering, and Application Security leaders • Engage prospects before formal buying processes begin and help customers recognize unaddressed challenges and opportunities • Collaborate with Marketing, Sales Engineering, Channel, and executive leadership on account acquisition strategies • Position Sonatype’s broader software supply chain platform through customer-specific business cases • Maintain discipline around pipeline coverage, qualification, deal progression, and forecasting • Identify accounts using competing or incumbent technologies and develop competitive displacement strategies • Lead complex enterprise sales cycles involving stakeholders, technical evaluations, proofs of value, procurement, and executive decisions • Develop economic buyer relationships and financial, operational, and security business cases • Apply MEDDPICC for qualification, decision criteria, competitive positioning, and mutual action plans • Navigate complex negotiations and commercial discussions • Build internal and external champions influencing enterprise purchasing decisions • Build relationships with channel partners, systems integrators, and enterprise solution providers • Collaborate with Sales Engineering on technical validation and proofs of value • Partner with Marketing on account-based campaigns and executive engagement • Deliver annual new-business quota, consistently originate and close new enterprise opportunities, win competitive displacement opportunities, and establish a predictable acquisition engine • Establish relationships with senior technology and security decision-makers and create repeatable territory development practices • Complete 30-, 60-, and 90-day territory, pipeline, and account development milestones • Deliver against a quota circa $1.5–2 million within the first 12 months

🎯 Anforderungen

• Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or comparable commercial complexity • Consistent quota attainment and strong new-logo acquisition • Evidence of personally originating, developing, and closing complex enterprise opportunities • Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance • History of operating among the strongest performers within a sales organization • Proven experience winning business against established technology providers • Strong negotiation, executive engagement, and commercial deal leadership skills • Experience developing a geographic or named-account territory through proactive outbound activity • Strong account prioritization, stakeholder mapping, and territory planning • Ability to generate own pipeline rather than relying predominantly on inbound demand • Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology • Confidence engaging technical and executive stakeholders in complex buying environments • Ability to translate sophisticated technical capabilities into clear commercial value • Experience applying structured enterprise qualification methodologies such as MEDDPICC • Strong forecasting, opportunity management, and pipeline discipline • Ability to manage complex enterprise opportunities involving multiple stakeholders, technical evaluations, and procurement processes • Preferred experience in software supply chain security, software composition analysis, application security, DevSecOps platforms, repository management, developer infrastructure, enterprise cybersecurity, cloud-native security, platform selling, competitive displacement, complex enterprise customers, channel partnerships, US West technology ecosystem, or consumption-based/platform-led/land-and-expand models

🏖️ Vorteile

• Company Wellness Week with paid time off for personal growth and rest • Paid Volunteer Time Off (VTO) • Parental leave • Diversity and inclusion working groups • Flexible working practices • Equal-opportunity employer • Disability and special-need accommodations

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