Strategic Account Executive

Job not on LinkedIn

🔥 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 an assigned portfolio of US 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 technology 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 identify 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 incumbent technology accounts and develop competitive displacement strategies • Lead enterprise sales cycles involving technical evaluations, proofs of value, procurement, and executive decision-making • Build economic buyer relationships, financial/operational/security business cases, internal champions, and external champions • Apply MEDDPICC to qualification, decision criteria, competitive positioning, and mutual action plans • Navigate complex negotiations and commercial discussions • Position capabilities across Nexus Repository, Firewall, Lifecycle, and related solutions • Explain software supply chain intelligence, vulnerable-component identification, malicious-package prevention, and risk decision-making • Build relationships with regional 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 targeted outreach • Coordinate internal resources while retaining ownership of commercial outcomes • Share competitive intelligence, customer insights, and market feedback • Deliver against an annual new-business quota, circa $1.5–2 million in the first 12 months • Consistently originate and close new enterprise opportunities and establish a sustainable acquisition engine • Win competitive displacement opportunities and increase Sonatype's presence in major enterprises • Establish senior technology/security decision-maker relationships and create repeatable territory-development practices • Complete 30-, 60-, and 90-day territory, pipeline, and customer-acquisition milestones

🎯 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 • Personally originating, developing, and closing complex enterprise opportunities • Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance • History of being among the strongest performers in 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 self-sourced pipeline • 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 • President's Club, Pinnacle Club, or equivalent recognition particularly attractive • 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, US West technology and enterprise ecosystem, or consumption-based/platform-led/land-and-expand models

🏖️ Benefits

• Company Wellness Week with company operations shut down for a week, allowing employees to pursue personal growth and rest • Paid Volunteer Time Off (VTO) • Parental leave • Diversity and inclusion working groups • Flexible working practices • Equal-opportunity employer and disability accommodations