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Enterprise Account Executive, Public Sector

1 week, 2 days ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Cybersecurity DevSecOps Java Salesforce
Apply Now
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
View All Jobs 11

Description

  • Identify, target, and penetrate net-new federal agencies and sub-agencies through outbound prospecting and cold calling.
  • Map complex federal accounts to identify economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype.
  • Deliver tailored presentations that clearly communicate Sonatype’s value to government stakeholders.
  • Use the federal channel ecosystem, including distributors, VARs, and GSIs, to gain access to new accounts and contract vehicles.
  • Drive a disciplined sales cycle from initial outreach through contract close and accurate forecasting in Salesforce.
  • Build and maintain a self-sourced qualified pipeline through cold outreach, agency mapping, and strategic prospecting.
  • Position Sonatype’s DevSecOps and SBOM solutions as the standard within previously unpenetrated government accounts.

Requirements

  • 5+ years of quota-carrying enterprise software sales experience in the U.S. Federal sector.
  • Documented success in net-new logo acquisition and sales club achievements.
  • Strong prospecting and outbound execution skills; does not rely on inbound leads or existing account management.
  • Deep understanding of federal buying cycles, budget seasons, and contract vehicles such as SEWP and GSA.
  • Background selling application security, DevSecOps, cybersecurity, or open-source software management tools into the Federal space.
  • Ability to navigate federal procurement complexity and independently build pipeline from the ground up.
  • Experience forecasting and managing opportunities in Salesforce.
  • Preferred experience leveraging compliance mandates such as Executive Order 14028.

Benefits

  • Company Wellness Week, including a full week when company operations shut down for personal growth and rest.
  • Paid Volunteer Time Off (VTO).
  • Parental leave.
  • Flexible working practices.
  • Diversity and inclusion working groups.
  • Opportunity to work for an equal-opportunity employer committed to inclusivity.

Interested in this position?

Apply directly on the company website

Apply Now

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