Enterprise Account Executive

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

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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 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

🎯 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 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

🏖️ Benefits

• 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