[Hiring] Strategic Account Executive @Sonatype

Role Description

As a Strategic team member, you will own a portfolio of Sonatype’s most important enterprise accounts and be accountable for a quota aligning to new expansion and cross-sell opportunities. This is a senior individual contributor role for someone who brings deep industry credibility (AppSec, DevSecOps, developer tooling, or security SaaS) and can engage confidently with CISOs, CIOs, and senior engineering leaders. You will own the commercial strategy and executive relationship, partnering closely with a Customer Success Engineer (CSE) who serves as your technical counterpart. Together, you will position Sonatype as a trusted strategic partner, not just a vendor especially in an environment where AI narratives and budget constraints raise the bar for relevance. Success in this role is exactly as defined in the role today: driving meaningful, measurable value across your accounts over the first 12 months.

What You’ll Achieve

• Strategic Value Creation: You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform.
• Commercial Growth: You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms.
• Trusted Partnership: You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements.
• Orchestration: You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments.

Qualifications

• Experience owning and growing strategic enterprise accounts in: Application Security, DevSecOps, developer tooling, or security SaaS
• Proven track record of over achieving quotas in both expansion and renewal ownership
• Executive-level communication skills with CISOs, CIOs, and senior engineering leaders
• Strong commercial judgment and comfort leading complex value discussions
• Experience operating MEDDIC (or equivalent structured sales methodology)
• Comfortable with ambiguity and change
• Structured, disciplined, and outcome-oriented
• Collaborative partner to technical and cross-functional teams
• Takes true ownership, both wins and losses

Benefits

• Parental leave
• Diversity and inclusion working groups
• Flexible working practices

Company Description

At Sonatype, we value diversity and inclusivity. 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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.