Senior Enterprise Account Executive, sonatype
New York
More information about location
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
Be an early applicant
More information about location
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- Elite Deal Experience: Proven track record of closing 7-figure software deals in the Enterprise Software, DevSecOps, or AppSec space
- Mandatory Industry DNA: You must come from our industry. We require a proven background in selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security technology. You need to understand the nuance of selling to CISO and Engineering leadership—general SaaS experience is not enough for this role
- Turnaround Tenacity: Experience displacing competitors or winning back "lost" customers. You don't need marketing air cover to book a meeting
- Strategic Patience: The ability to map complex organisations and manage 6-12 month sales cycles while delivering short-term wins ("accelerating at speed") in the first 90 days
- Deep domain expertise within the Financial Services Industry (FSI), including an understanding of regulatory frameworks
What the job involves
- We are hiring a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across New York State. This is not a volume-driven role; this is a strategic sniper position
- This role is a pure net-new logo hunting role. You will own a curated portfolio of the top enterprise accounts in the region focussed on FSI
- Many of these accounts are greenfield. Others are former customers we intend to win back. You are expected to develop account-specific strategies, build multi-threaded relationships, and deliver large-scale new business revenue
- Be Bold & Lead: You will target organizations that have previously said "no" or chosen a competitor. You will challenge their status quo and show them why Sonatype’s proactive protection is the only viable path forward
- Orchestrate 7-Figure Wins: You will manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of NYCs FSBI largest enterprises
- Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents
- Own Your Business: You act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support). You set the strategy, you build the relationships, and you are accountable for the results
- Collaborate: You will work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely
Our take
Sonatype has been a heavy weight in the world of supply chain management since 2008. Specializing in analzying and securing open-sopurce code, it plays a crucial role behind the scenes of some of the world's largest tech player, including Apple, and Linux. With over a decade of experience, its won a reputation as a go-to in the software supply chain space.
A major turning point for the company came in 2019, when private equity giant Visa Equity PArtners acquired it, signaling some serious momentum. Fast forward to 2022, and Sonatype hit a big milestone: $100M in annual recurring revenue and a growing global workforce. It also revealed it will be going public, riding the wave of explosive interest in cybersecurity and software supply chain tools.
The market for these tools is cleary heating up but Sonatype isn't just another name in the crowd, it's got longevity, credibility, and a good eye for spotting what's next. In a space that's growing fast and always changing, Sonatype's deep roots and ongoing growth certainly give it a solid edge.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2018
$80m
GROWTH EQUITY VC
Feb 2016
$30m
GROWTH EQUITY VC
Total funding: $154.7m
Company benefits
- Competitive benefits package
- Flexible work and schedule
- Annual wellness week
- Paid volunteer time off
- Full parental/maternity (birth or adoption) leave
Company HQ
Maple Lawn, Fulton, MD
Leadership
Brian Fox
(Co-Founder & CTO)Currently OpenSSF Governing Board Member at OpenSSF and Official Member at Forbest Technology Council and Apaches Software Foundation.
Wayne Jackson
(CEO)Joined Sonatype in 2010 as CEO. Previously the CEO of Sourcefire (part of Cisco) and Riverbed Technologies.
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