Enterprise Account Executive
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Job Description
Enterprise Account Executive driving competitive new-logo sales for Sonatype’s software supply chain security platform across the US West. Building enterprise pipeline, displacing incumbents, and closing complex technology deals.
Responsibilities:
- Develop and execute an enterprise territory strategy across assigned US West accounts
- Own new-logo acquisition and build and convert a sustainable pipeline of high-value enterprise opportunities
- Identify and prioritize strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape, and commercial potential
- Build account plans covering organizational structures, executive stakeholders, buying committees, incumbent providers, and entry points
- Generate self-sourced pipeline through outbound prospecting, executive engagement, account-based campaigns, and strategic networking
- Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering, and Application Security leaders
- Engage prospects before formal buying processes begin and help customers recognize unaddressed challenges and opportunities
- Collaborate with Marketing, Sales Engineering, Channel, and executive leadership on account acquisition strategies
- Position Sonatype’s broader software supply chain platform through customer-specific business cases
- Maintain discipline around pipeline coverage, qualification, deal progression, and forecasting
- Identify accounts using competing or incumbent technologies and develop competitive displacement strategies
- Lead complex enterprise sales cycles involving stakeholders, technical evaluations, proofs of value, procurement, and executive decisions
- Develop economic buyer relationships and financial, operational, and security business cases
- Apply MEDDPICC for qualification, decision criteria, competitive positioning, and mutual action plans
- Navigate complex negotiations and commercial discussions
- Build internal and external champions influencing enterprise purchasing decisions
- Build relationships with channel partners, systems integrators, and enterprise solution providers
- Collaborate with Sales Engineering on technical validation and proofs of value
- Partner with Marketing on account-based campaigns and executive engagement
- Deliver annual new-business quota, consistently originate and close new enterprise opportunities, win competitive displacement opportunities, and establish a predictable acquisition engine
- Establish relationships with senior technology and security decision-makers and create repeatable territory development practices
- Complete 30-, 60-, and 90-day territory, pipeline, and account development milestones
- Deliver against a quota circa $1.5–2 million within the first 12 months
Requirements:
- Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or comparable commercial complexity
- Consistent quota attainment and strong new-logo acquisition
- Evidence of personally originating, developing, and closing complex enterprise opportunities
- Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance
- History of operating among the strongest performers within a sales organization
- Proven experience winning business against established technology providers
- Strong negotiation, executive engagement, and commercial deal leadership skills
- Experience developing a geographic or named-account territory through proactive outbound activity
- Strong account prioritization, stakeholder mapping, and territory planning
- Ability to generate own pipeline rather than relying predominantly on inbound demand
- Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology
- Confidence engaging technical and executive stakeholders in complex buying environments
- Ability to translate sophisticated technical capabilities into clear commercial value
- Experience applying structured enterprise qualification methodologies such as MEDDPICC
- Strong forecasting, opportunity management, and pipeline discipline
- Ability to manage complex enterprise opportunities involving multiple stakeholders, technical evaluations, and procurement processes
- Preferred experience in software supply chain security, software composition analysis, application security, DevSecOps platforms, repository management, developer infrastructure, enterprise cybersecurity, cloud-native security, platform selling, competitive displacement, complex enterprise customers, channel partnerships, US West technology ecosystem, or consumption-based/platform-led/land-and-expand models
Benefits:
- Company Wellness Week with paid time off for personal growth and rest
- Paid Volunteer Time Off (VTO)
- Parental leave
- Diversity and inclusion working groups
- Flexible working practices
- Equal-opportunity employer
- Disability and special-need accommodations
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