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Senior Enterprise Account Executive, UK&I

2 weeks, 6 days ago
United Kingdom
Full-time
Senior
Account Executive
Sales and Business Development
DevSecOps Java
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

  • Own the largest and most strategically important enterprise accounts across UK&I.
  • Develop account-specific strategies for high-value net-new logo opportunities.
  • Target and engage organisations that have previously declined or chosen competitors.
  • Manage complex, multi-stakeholder sales cycles from cold outreach through signature.
  • Navigate C-suite buying committees at large enterprise accounts.
  • Identify opportunities to win back former customers and displace incumbent vendors.
  • Build multi-threaded relationships across key stakeholders within target accounts.
  • Own the commercial strategy for your territory with full accountability for results.
  • Collaborate closely with a dedicated Solutions Engineer to deliver the technical win.
  • Deliver large-scale new business revenue across greenfield and competitive accounts.

Requirements

  • Proven track record of closing 7-figure software deals in Enterprise Software, DevSecOps, or AppSec.
  • Background in Application Security (AppSec), DevSecOps, or Software Supply Chain Security is required.
  • Experience selling to CISO and Engineering leadership.
  • Experience displacing competitors or winning back lost customers.
  • Ability to map complex organisations and manage 6-12 month sales cycles.
  • Ability to deliver short-term wins within the first 90 days.
  • General SaaS sales experience is not sufficient for this role.
  • Ability to prospect and book meetings without marketing support.
  • Experience in enterprise sales with complex, multi-stakeholder buying processes.
  • Familiarity with the UK&I enterprise market and large strategic accounts is preferred.

Benefits

  • Flexible working practices with a remote-first role.
  • Parental leave policy.
  • Company Wellness Week, with company operations paused for a week to rest and recharge.
  • Paid Volunteer Time Off (VTO).
  • Diversity and inclusion working groups.
  • Equal-opportunity employer with accommodations available for disabilities or special needs.

Interested in this position?

Apply directly on the company website

Apply Now

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