Senior Account Executive, sonatype

• This role is ideal for an autonomous, commercially disciplined sales professional who thrives in a high-accountability environment and is driven to raise the performance bar
• Enterprise SaaS Track Record: Demonstrated history of quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics regions
• Balanced Sales Capability: Proven success executing both net new enterprise logo acquisition and growing existing accounts via upsell/cross-sell motions
• Operational & Forecast Discipline: High accountability for CRM accuracy in Salesforce (SFDC) and a track record of consistent, reliable weekly revenue forecasting
• Autonomy & Ownership: High personal accountability, strong business judgment, and a self-starter mindset confident in navigating enterprise sales cycles independently
• Consultative Value Selling: Authentic, trust-based selling style focused on understanding customer challenges and creating long-term strategic value rather than transactional pressure
• AI & Workflow Adaptability: Ability to leverage modern AI sales tools, data insights, and structured workflows to drive efficient territory planning and execution

Desirable

• Sonatype is expanding its presence across Northern Europe, and we are looking for a Senior Account Executive to lead revenue growth across the Nordics and Baltics region
• As software development accelerates through AI coding assistants and open source ingestion, software supply chain security has become a strategic, board-level priority for global enterprise organizations
• Joining one of Sonatype’s top-performing global sales teams, you will own a high-growth territory with a dual mandate: acquiring high-value enterprise new logos and expanding existing customer adoption
• Using Sonatype Firewall as a high-velocity commercial wedge, you will partner cross-functionally to scale our market visibility while building trust-based, long-term customer partnerships
• Execute a proactive, account-based outbound sales strategy targeting enterprise accounts across the Nordics and Baltics
• Manage full enterprise sales cycles end-to-end—from discovery and value framing to complex stakeholder alignment and closing
• Drive a balanced portfolio motion: acquiring new enterprise logos while systematically expanding multi-product adoption (Nexus Repository, Lifecycle, Firewall, and Nexus One) across active accounts
• Maintain rigorous CRM hygiene within Salesforce (SFDC), ensuring real-time pipeline tracking, accurate deal stages, and transparent deal progression
• Conduct precise weekly forecast reviews, taking full accountability for commit targets, upside opportunities, next steps, and expected outcome timelines
• Demonstrate independent ownership and sound commercial judgment to navigate deal roadblocks, internal alignment, and complex negotiations without heavy reliance on supporting business units
• Actively represent Sonatype as a regional subject matter expert, participating in targeted marketing campaigns, local field events, and customer forums to create brand momentum across the Nordics and Baltics
• Partner closely with Business Development Representatives (BDRs) and Field Marketing to build targeted pipeline and engage prospect communities
• Build authentic, consultative relationships with VPs of Engineering, CISOs, and enterprise IT leaders, earning trust by aligning platform capabilities to customer outcomes
• Outcomes:
• Consistent quarterly and annual ARR quota attainment across both new logo acquisition and account expansion targets
• Highly accurate, predictable weekly revenue forecasts with a multi-quarter forward pipeline built across the region
• Scaled brand presence and enterprise customer references across the Nordics and Baltics developer and security community