Account Executive

Who you are

• If you are a self-starter eager to master outbound engagement, continuously invest in your own technical growth, and operate in a high-velocity environment backed by a profitable, category-defining market leader, this is your opportunity to step up and build the next phase of your sales career
• Proven Track Record: 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
• High-Velocity Outbound Execution: Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations
• Technical Curiosity & Self-Learning: Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models
• Organization & Drive: Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months)
• Commercial Awareness: Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques
• AI Readiness: Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits
• Preferred
• 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

What the job involves

• The shift to AI-driven software development has fundamentally accelerated code generation. Developers are deploying features up to five times faster, but in doing so, they are ingesting vast networks of third-party open-source components that expose enterprises to machine-speed attacks
• To support this surge in demand, Sonatype is expanding its North American Sales team. We are seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. Moving from a technical BDR or inside sales background into a full-cycle closing position, you will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000
• Outbound Pipeline Generation: Independently prospect, cultivate, and engage North American accounts to build a predictable pipeline without relying on heavy inbound or channel support
• High-Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close
• Solution Value Selling: Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers
• Self-Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution
• Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting
• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework
• High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies
• Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
• Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
• Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard
• Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms

Benefits

• Competitive benefits package
• Flexible work and schedule
• Annual wellness week
• Paid volunteer time off
• Full parental/maternity (birth or adoption) leave