Strategic Account Executive – EMEA

🔥 12 hours ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🇬🇧 UK Skilled Worker Visa Sponsor

This company has sponsored UK Skilled Worker visas in the past.

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Sonatype

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🔒 Cybersecurity

☁️ SaaS

💰 $80M Private Equity Round on 2018-09

Cybersecurity • Software • SaaS

Sonatype is a leader in software composition analysis (SCA) and software supply chain management. The company provides solutions to automate software supply chain security, build centralized components, control open source risks, and simplify software bill of materials (SBOM) compliance. Sonatype offers tools such as Nexus Repository, Repository Firewall, Lifecycle, and SBOM Manager, which help developers deliver quality code securely and manage vulnerability risks. Sonatype integrates with numerous tools and languages, supporting dev, security, and ops teams to ensure secure deployments. The company is recognized for its end-to-end software supply chain solutions that leverage artificial intelligence to predict and intercept malicious components, enhancing security across industries such as financial services and technology.

📋 Description

• Develop and execute a comprehensive enterprise territory strategy across prospect accounts • Own new-logo acquisition and build and convert a sustainable pipeline of high-value enterprise opportunities • Identify and prioritise strategic prospects based on enterprise size, software complexity, security maturity, competitive landscape and commercial potential • Build account plans covering organisational structures, executive stakeholders, buying committees, incumbent providers and entry points • Generate self-sourced pipeline through outbound prospecting, executive engagement, account-based campaigns and networking • Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering and Application Security leaders • Engage prospects before formal buying processes and help them recognise 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 software supply chain, repository management and application security technologies • Develop competitive displacement strategies and lead complex enterprise sales cycles through evaluations, proofs of value, procurement and executive decisions • Build economic-buyer relationships, financial/operational/security business cases and internal/external champions • Apply MEDDPICC to qualification, decision criteria, competitive positioning and mutual action plans • Navigate complex negotiations and qualify out opportunities without a viable value or purchasing path • Position Nexus Repository, Firewall, Lifecycle and related solutions • Translate technical capabilities into measurable business outcomes • Build relationships with channel partners, systems integrators and enterprise solution providers • Coordinate Sales Engineering, Marketing, executive sponsors and internal resources while retaining commercial ownership • Deliver annual new-business quota, acquire enterprise customers, win competitive displacement opportunities and improve forecast accuracy • Establish a repeatable, sustainable enterprise acquisition engine across the assigned territory • Complete 30/60/90-day territory, account, pipeline and pursuit milestones; deliver against a circa $1.5–2m quota within 12 months

🎯 Requirements

• 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 organisation • President's Club, Pinnacle Club or equivalent recognition particularly attractive • 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 prioritisation, stakeholder mapping and territory planning • Ability to generate your own pipeline rather than relying predominantly on inbound demand • Strong 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, enterprise platform selling, competitive displacement, complex enterprise customers, channel partnerships, or consumption-based/platform-led models

🏖️ Benefits

• Company Wellness Week: company operations shut down for a week to enable personal growth and rest • Paid Volunteer Time Off (VTO) • Parental leave • Diversity and inclusion working groups • Flexible working practices • Disability accommodation support • Equal-opportunity employment and non-discrimination commitment

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