[Hiring] Account Executive, Velocity @Sonatype

Role Description

Sonatype is expanding its EMEA Sales team and is seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. You will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000.

• Independently prospect, cultivate, and engage EMEA accounts to build a predictable pipeline without relying on heavy inbound or channel support.
• Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close.
• Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers.
• Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution.
• Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting.
• Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework.
• Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.
• Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
• Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
• Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard.
• Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.

Qualifications

• Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role.
• Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations.
• Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
• Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months).
• Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques.
• Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits.

Requirements

• Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions.
• Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling.
• Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools.
• German fluency or another language.

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.