Account Executive, sonatype
French & UK Territory
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
Be an early applicant
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- A minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory is required
- Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains
- Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads
- Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth
- Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment
- Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential
- Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets
- Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market
What the job involves
- Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite
- Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region
- Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater
- Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads
- Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy
- Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong
- Maintain rigorous control over accurate forecasting on a Q+3 basis
- Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory
- Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments
- Engage and leverage partners to maximise revenue generation and account penetration
- Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business
- Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution
Salary benchmarks
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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