[Hiring] Strategic Account Executive @Sonatype

Role Description

We are seeking an exceptional Enterprise Account Executive — US to accelerate Sonatype's growth across one of the most commercially significant and competitive enterprise technology markets in North America. This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business.

As artificial intelligence transforms how software is developed, organisations are facing unprecedented challenges around open source security, software supply chain integrity, developer productivity and governance. Sonatype operates at the intersection of these challenges, helping some of the world's largest organisations build and deploy software securely through industry-leading software supply chain intelligence and an integrated platform spanning repository management, application security and malware prevention.

You will own a defined portfolio of enterprise prospects across the United States, with a clear mandate to identify, develop and close new-logo opportunities. This is not an account management position, nor is it a role designed around managing an inherited customer portfolio. Your success will be defined by the new customers you acquire, the competitive opportunities you create and the revenue you generate.

Qualifications

• Proven Enterprise New-Business Performance
• Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or at a comparable level of commercial complexity.
• A track record of 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.
• Consistent High Performance
• A history of operating among the strongest performers within your sales organisation.
• President's Club, Pinnacle Club or equivalent recognition is particularly attractive.
• Evidence of sustained performance across multiple sales periods, rather than reliance on one exceptional transaction or favourable territory.
• Competitive Enterprise Selling
• Proven experience winning business against established technology providers.
• Ability to develop differentiated competitive strategies and challenge incumbent solutions.
• Strong negotiation, executive engagement and commercial deal leadership skills.
• Enterprise Territory Development
• Experience developing a geographic or named-account territory through proactive outbound activity.
• Strong account prioritisation, stakeholder mapping and territory planning.
• Ability to generate your own pipeline rather than relying predominantly on inbound demand.
• Technical & Industry Understanding
• Strong 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.
• Sales Methodology & Commercial Discipline
• 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.

Requirements

• Identify enterprise accounts using competing or incumbent software supply chain, repository management and application security technologies.
• Develop account-specific competitive displacement strategies based on customer challenges, technical requirements and business outcomes.
• Demonstrate a strong understanding of the competitive landscape, including organisations such as JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx and Veracode.
• Understand where Sonatype's intelligence, security capabilities, platform breadth and preventative approach provide meaningful customer differentiation.
• Lead sophisticated enterprise sales cycles involving multiple stakeholders, technical evaluations, proofs of value, procurement and executive decision-making.
• Develop strong economic buyer relationships and build compelling financial, operational and security business cases.
• Apply structured enterprise sales methodologies such as MEDDPICC to establish clear qualification, decision criteria, competitive positioning and mutual action plans.
• Navigate complex negotiations and commercial discussions while maintaining strong customer relationships.
• Build internal and external champions capable of influencing enterprise purchasing decisions.
• Demonstrate the judgement to qualify out opportunities where genuine customer value or a viable purchasing path cannot be established.

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)