Strategic Account Executive, West

3 days, 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 an assigned portfolio of US enterprise prospects.
  • Build, self-source, qualify, and convert a sustainable pipeline of high-value new-logo opportunities.
  • Create account plans that map stakeholders, buying committees, incumbent providers, and entry points.
  • Engage CIOs, CTOs, CISOs, and engineering and security leaders before formal buying processes begin.
  • Lead complex enterprise sales cycles through technical evaluations, proofs of value, procurement, negotiation, and executive decisions.
  • Develop competitive displacement strategies against incumbent software supply chain, repository, and application security vendors.
  • Build business cases that connect Sonatype’s platform capabilities to financial, operational, and security outcomes.
  • Apply MEDDPICC and maintain disciplined qualification, deal progression, forecasting, and pipeline coverage.
  • Collaborate with Sales Engineering, Marketing, Channel partners, and executive sponsors on account acquisition strategies.
  • Share competitive intelligence, customer insights, and market feedback to improve go-to-market execution.

Requirements

  • Demonstrated success carrying and achieving enterprise new-business quotas, ideally around $2 million annually.
  • Consistent record of quota attainment, new-logo acquisition, and personally originating and closing complex enterprise deals.
  • Experience developing territories through proactive outbound prospecting and self-generated pipeline creation.
  • Proven ability to win competitive displacement opportunities and negotiate complex enterprise agreements.
  • Strong executive-selling, stakeholder-mapping, account-planning, and commercial deal leadership capabilities.
  • Experience applying structured enterprise sales methodologies such as MEDDPICC.
  • Strong forecasting, opportunity-management, and pipeline-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 technical capabilities into measurable business value.
  • Experience with software supply chain security, software composition analysis, repository management, enterprise platform selling, channel partners, Global 2000 customers, or the US West market 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.
  • Disability and special-needs accommodations.

Interested in this position?

Apply directly on the company website

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