Federal Account Executive – Civilian Agencies

6 days, 2 hours 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 and execute a strategic territory plan to penetrate and expand accounts across assigned Federal Civilian agencies.
  • Manage the full enterprise sales lifecycle from technical discovery and mission mapping through contract award and post-sale deployment.
  • Lead consultative discovery sessions with public sector software development, AppSec, and IT operations teams to identify security and policy gaps.
  • Navigate federal procurement processes and align deals to the appropriate contract vehicles and partners early in the sales cycle.
  • Build and maintain deep executive and practitioner relationships across civilian agency bureaus to develop a qualified pipeline.
  • Co-sell with Federal Systems Integrators, contractors, distributors, and other channel partners to expand deal reach.
  • Maintain accurate CRM data, opportunity staging, pipeline analysis, and deal risk management in Salesforce.com.
  • Lead internal cross-functional teams including Sales Engineering, inside sales, federal marketing, and customer success to execute proofs of concept and accelerate deals.

Requirements

  • Experience selling complex enterprise software into U.S. Federal Civilian agencies.
  • Ability to manage multi-stakeholder federal procurement cycles and contract award processes.
  • Experience building and maintaining territory plans for net-new account acquisition and expansion.
  • Strong executive relationship-building skills across government bureaus and public sector stakeholders.
  • Experience working with Federal Systems Integrators, resellers, prime contractors, or channel partners.
  • Proficiency with Salesforce.com and strong CRM hygiene and pipeline forecasting discipline.
  • Ability to lead cross-functional internal teams through technical evaluations and proof-of-concept execution.
  • Familiarity with federal contract vehicles such as SEWP, GSA, CHESS, and SMARTBUY (preferred).
  • Understanding of federal cybersecurity mandates, executive orders, or secure software directives (preferred).
  • Experience in software supply chain security, DevSecOps, AppSec, or SBOM-related solutions (preferred).

Benefits

  • Company Wellness Week, with the entire company shut down for a week to support rest and personal growth.
  • Paid Volunteer Time Off (VTO).
  • Parental leave.
  • Diversity and inclusion working groups.
  • Flexible working practices.
  • Equal opportunity and accommodation support for employees with disabilities or special needs.

Interested in this position?

Apply directly on the company website

Apply Now

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