Strategic Account Executive, EMEA (100% hunting role)

1 day, 9 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
51-200
Founded 2008
$155M raised

Description

  • Develop and execute a territory strategy for prioritized enterprise prospect accounts.
  • Own the full new-logo sales cycle, from self-sourced pipeline generation through closing high-value enterprise deals.
  • Create account plans that map stakeholders, buying committees, incumbents, entry points, and commercial potential.
  • Build relationships with CIOs, CTOs, CISOs, engineering, DevSecOps, platform engineering, and application security leaders.
  • Identify and execute competitive displacement strategies against incumbent security, repository, and developer-tooling providers.
  • Lead complex sales cycles including technical evaluations, proofs of value, procurement, negotiations, and executive decision-making.
  • Build customer-specific financial, operational, and security business cases that connect Sonatype capabilities to measurable outcomes.
  • Apply MEDDPICC or similar methodologies to qualify opportunities, manage deal progression, forecast accurately, and qualify out unsuitable deals.
  • Collaborate with Sales Engineering, Marketing, Channel partners, and executive sponsors on account-based acquisition strategies.
  • Maintain market and competitive intelligence and share customer feedback to strengthen go-to-market execution.

Requirements

  • Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually.
  • Track record of consistently acquiring new logos and personally originating, developing, and closing complex enterprise opportunities.
  • Experience developing a geographic or named-account territory through proactive outbound prospecting and self-generated pipeline.
  • Proven ability to win competitive enterprise deals and displace established technology providers.
  • Strong executive engagement, negotiation, commercial leadership, stakeholder mapping, and account-planning capabilities.
  • Experience applying MEDDPICC or another structured enterprise qualification methodology.
  • Strong forecasting, opportunity-management, pipeline-coverage, and commercial-discipline skills.
  • Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology.
  • Ability to engage technical and executive buyers and translate complex technical capabilities into commercial value.
  • Experience with software supply chain security, software composition analysis, repository management, enterprise cybersecurity, channel partners, Global 2000 customers, or platform-led sales models is preferred.
  • President's Club, Pinnacle Club, or equivalent sustained high-performance recognition is preferred.

Benefits

  • Company Wellness Week with a company-wide shutdown for rest and personal growth.
  • Paid Volunteer Time Off (VTO).
  • Parental leave.
  • Flexible working practices.
  • Diversity and inclusion working groups.
  • Workplace accommodations for employees with disabilities or special needs.

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Account Executive- Legal Vertical

Envoy Global 201-500 Professional Services

Envoy Global is seeking a remote Account Executive–Legal Vertical to use business immigration expertise to help employers improve immigration and global mobility programs through technology-enabled legal solutions.

9 hours, 6 minutes ago

Sales Account Executive - ISV Partnerships

GoDaddy 5001+ Technology, Information and Internet

GoDaddy is seeking a remote U.S. Account Executive to acquire and grow reseller partnerships for its payments and commerce solutions serving small businesses.

Salesforce
9 hours, 21 minutes ago

Account Executive

Toast 1001-5000 Hotels, Restaurants & Leisure

Toast is hiring a primarily remote Flex Growth Account Executive to grow revenue and product adoption across a portfolio of existing SMB restaurant and local-business customers.

Salesforce
9 hours, 36 minutes ago

Specialist Seller - Connected Maintenance - Public Sector

Samsara 1001-5000 IT Services

Samsara is hiring a remote U.S.-based Connected Maintenance specialist seller to drive enterprise growth, establish emerging-product value with public-sector accounts, and scale sales enablement across the organization.

9 hours, 36 minutes ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers