Enterprise Account Executive

Summary

Join Sonatype, a leading software supply chain security company, as a Federal Enterprise Account Executive. You will be responsible for generating new revenue within assigned Federal accounts, including new account acquisition and expansion. This role requires managing the entire sales cycle, developing strategic account plans, and building strong customer relationships. Success in this position demands exceeding quarterly sales goals, employing a consultative sales approach, and becoming a trusted advisor to clients. You will collaborate with internal teams and leverage your expertise in selling enterprise software to the US Federal government. Sonatype offers a dynamic and supportive work environment with various employee benefits.

Requirements

• 8+ years of experience and proven success in selling enterprise software to the US Federal government, ideally Civilian Agencies
• Knowledge and experience selling software solutions related to the following: software development, software supply chain management, application security, open source software governance, code quality, DevOps, DevSecOps
• Validated history of building a Federal sales territory, hunting new accounts and winning business in competitive selling environments
• History of success selling directly to government agencies and through resellers and Federal systems integrators
• Passion for solving customer problems with innovative technology
• Outstanding written and verbal communication skills, executive polish and presence, and outstanding skills in delivering persuasive value-based sales presentations, leading productive meetings and writing with impact
• Ability to establish trust with senior-level decision makers and technical buyers in Software Development, Application Security and IT Operations environments
• Familiarity with federal procurement procedures and experience steering deals through complex government contracting processes
• Operational excellence in account planning, deal strategy, pipeline management and forecasting
• Growth mindset and team-player attitude that embraces a multifaceted high-performance and rapidly evolving environment
• Ability to travel as needed

Responsibilities

• Consistently exceed quarterly sales goals by winning new accounts and growing existing accounts while achieving success for your customers
• Use a consultative value-based selling approach to discover customer/prospect business drivers and technical requirements, and align them to Sonatype’s differentiated capabilities in competitive sales campaigns
• Become an authority in positioning and presenting Sonatype’s outstanding value proposition in meetings, presentations, phone calls, emails and proposals
• Develop business relationships with prospects, customers and partners at both executive and practitioner level, to result in growing demand for Sonatype’s software products
• Continuously identify, qualify, develop and lead a robust sales opportunity pipeline
• Regular prospecting and continuous follow-up on all potential sales opportunities
• Develop and maintain strong internal collaboration with sales engineering, inside sales, marketing, customer success, sales operations and other teams
• Demonstrate command of your business through account/opportunity knowledge, quarterly business reviews, business plans, deal strategy and a focused approach to forecasting and pipeline management in Sonatype’s CRM system (Salesforce.com)

Benefits

• Parental leave
• Flexible working practices