Enterprise Account Executive, Public Sector

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🔥 0 minutes ago

☕ Washington – Remote

☕ Washington – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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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

• Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share. • New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts. • Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting. • Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

🎯 Requirements

• Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements. • Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management. • Federal Procurement Expertise: Deep mastery of federal buying cycles, budget seasons, and unlocking net-new funding via SEWP, GSA, and other major contract vehicles. • Domain Fluency: Strong background selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools into the Federal space.

🏖️ Benefits

• 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 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.