Enterprise Account Executive, Midwest / Great Lakes

2 hours, 4 minutes ago
Full-time
Senior
Sales and Business Development
Sonatype

Sonatype

Sonatype provides secure software development solutions by leveraging open source and artificial intelligence, ensuring that organizations can build applications quickly and safely through automated governance, policy enforcement, and comprehensive mon...

Internet Software & Services
51-250
Founded 2008
$155M raised

Description

  • Own a $1.5M annual quota and consistently deliver results against it.
  • Hunt and penetrate strategic enterprise accounts across the assigned territory.
  • Develop account-specific strategies for greenfield, win-back, and displacement opportunities.
  • Lead multi-threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders.
  • Own complex 6–12+ month enterprise sales cycles from cold outreach through contract execution.
  • Identify weaknesses in competitor solutions and execute targeted displacement strategies.
  • Manage large, matrixed enterprise accounts with disciplined territory planning and execution.
  • Generate early pipeline momentum and maintain consistent deal progress within the first 90 days.
  • Collaborate with sales engineering and cross-functional partners to advance technical enterprise deals.

Requirements

  • Proven history of exceeding $1.5M+ quotas in enterprise software sales.
  • Demonstrated success closing 7-figure enterprise software transactions in complex, regulated environments.
  • Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions is required.
  • Strong experience selling into CISOs, Security Architects, DevOps leaders, and Engineering executives.
  • Ability to navigate technical evaluations, security reviews, and procurement scrutiny.
  • Presidents Club or top 10% performer experience is strongly preferred.
  • Proven success winning competitive bake-offs and displacing entrenched vendors.
  • Experience re-engaging and winning back former customers.
  • Ability to manage long, complex sales cycles using MEDDIC or a similar enterprise methodology.
  • History of leading multi-product platform deals versus point solutions is exceptional but not required.
  • Experience in high-growth cybersecurity or DevSecOps vendors scaling toward IPO or post-IPO growth is exceptional but not required.
  • Executive presence capable of influencing board-level security conversations is exceptional but not required.

Benefits

  • Flexible working practices, including remote work.
  • Parental leave policy.
  • Paid Volunteer Time Off (VTO).
  • Company Wellness Week, with a full company shutdown to rest and recharge.
  • Diversity and Inclusion working groups.
  • Equal opportunity employer with accommodation support for disabilities or special needs.

Interested in this position?

Apply directly on the company website

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