Enterprise Account Executive

Summary

Join Sonatype, a leading software supply chain security company, as an Enterprise Account Executive! This hunter role focuses on acquiring new customers in the East Coast territory. You will develop and execute account strategies, leverage AI-powered sales tools, and engage with C-level executives. Responsibilities include managing the full sales cycle, exceeding quota, and staying ahead of industry trends. This position requires extensive enterprise sales experience, a proven track record of success, and strong communication skills. Sonatype offers a dynamic, high-growth environment and various company benefits.

Requirements

• 5+ years of enterprise sales experience, preferably in cybersecurity, DevSecOps, or SaaS
• Proven track record of exceeding quota and driving net-new logo acquisition
• Hunter mentality with a passion for building new business and identifying untapped opportunities
• Experience selling to technical buyers (CISOs, CTOs, DevOps leaders, Security Engineers) and navigating complex enterprise sales cycles
• Familiarity with AI-driven sales technologies (ZoomInfo, People.ai , Outreach, Salesforce, 6Sense) and how they enhance pipeline generation
• Excellent communication, negotiation, and presentation skills
• Self-motivated, entrepreneurial mindset with the ability to work in a fast-paced, high-growth environment

Responsibilities

• Identify, prospect, and close new business opportunities within the East Coast enterprise market
• Develop and execute account strategies to generate new pipeline and revenue growth
• Leverage AI-powered sales tools (ZoomInfo, Outreach, 6Sense, Salesforce, People.ai ) to identify high-potential accounts and accelerate deal cycles
• Engage with C-level executives and technical stakeholders, positioning Sonatype as the go-to solution for software supply chain security
• Lead consultative sales discussions, understanding customer pain points and mapping Sonatype’s solutions to their needs
• Work closely with Sales Engineering, Product, and Marketing teams to craft compelling value propositions and demos
• Manage the full sales cycle, from initial outreach to contract negotiations and closing
• Meet and exceed quota while maintaining a strong pipeline of qualified opportunities
• Stay ahead of industry trends and provide valuable insights to customers on software supply chain security best practices

Benefits

• Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest
• Diversity & Inclusion Working Groups
• Parental Leave Policy
• Paid Volunteer Time Off (VTO)