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Strategic Account Executive (pharmaceutical & financial vertical)

2 weeks, 6 days ago
United Kingdom
Full-time
Senior
Account Executive
Sales and Business Development
DevSecOps Java Maven
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 a portfolio of strategic enterprise accounts and manage the executive relationship.
  • Drive new expansion opportunities through cross-sells, upsells, and new division wins.
  • Forecast pipeline and closures accurately while negotiating favorable deal terms.
  • Lead commercial strategy across accounts in partnership with a Customer Success Engineer.
  • Act as the voice of the customer to inform product roadmap and service improvements.
  • Run structured account planning and QBRs using MEDDIC or an equivalent sales methodology.
  • Build trusted relationships with CISOs, CIOs, and senior engineering leaders.
  • Collaborate with Product, Marketing, and Engineering on cross-functional account strategies.
  • Create measurable customer value and help executives and practitioners realize ROI from the platform.

Requirements

  • Experience owning and growing strategic enterprise accounts in Application Security, DevSecOps, developer tooling, or security SaaS.
  • Proven track record of exceeding quota in both expansion and renewal ownership.
  • Executive-level communication skills with CISOs, CIOs, and senior engineering leaders.
  • Strong commercial judgment and comfort leading complex value-based discussions.
  • Experience using MEDDIC or an equivalent structured sales methodology.
  • Comfort working in ambiguous and changing environments.
  • Structured, disciplined, and outcome-oriented approach to work.
  • Collaborative partner to technical and cross-functional teams.
  • Demonstrated ownership mindset, including accountability for both wins and losses.
  • Ability to fluently discuss quota, quota attainment, and sales process or methodology, especially for pharmaceutical and financial verticals.

Benefits

  • Parental leave.
  • Diversity and inclusion working groups.
  • Flexible working practices.
  • Equal-opportunity employment with accommodations available for disability or special needs.

Interested in this position?

Apply directly on the company website

Apply Now

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