Strategic Account Executive, sonatype
Pharmaceutical & Financial Vertical
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
- Experience owning and growing strategic enterprise accounts in: Application Security, DevSecOps, developer tooling, or security SaaS
- Proven track record of over achieving quotas in both expansion and renewal ownership
- Executive-level communication skills with CISOs, CIOs, and senior engineering leaders
- Strong commercial judgment and comfort leading complex value discussions
- Experience operating MEDDIC (or equivalent structured sales methodology)
- Comfortable with ambiguity and change
- Structured, disciplined, and outcome-oriented
- Collaborative partner to technical and cross-functional teams
- Takes true ownership, both wins and losses
What the job involves
- The Strategic Accounts team partners with Sonatype’s most complex and high-impact enterprise customers
- This group operates at the intersection of security, engineering, and business value, helping customers navigate AI adoption, budget pressure, and growing software supply chain risk
- We operate with MEDDIC rigor, run structured QBRs, and believe deeply in long-term value creation over transactional selling
- As a Strategic team member, you will own a portfolio of Sonatype’s most important enterprise accounts and be accountable for a quota aligning to new expansion and cross-sell opportunities
- This is a senior individual contributor role for someone who brings deep industry credibility (AppSec, DevSecOps, developer tooling, or security SaaS) and can engage confidently with CISOs, CIOs, and senior engineering leaders
- You will own the commercial strategy and executive relationship, partnering closely with a Customer Success Engineer (CSE) who serves as your technical counterpart
- Together, you will position Sonatype as a trusted strategic partner, not just a vendor especially in an environment where AI narratives and budget constraints raise the bar for relevance
- Success in this role is exactly as defined in the role today: driving meaningful, measurable value across your accounts over the first 12 months
- You must be able to fluently discuss quota, quota attainment and sales process or methodology when meeting for this role, especially in the pharmaceutical and financial vertical
- Strategic Value Creation: You will obsess over creating customer value, acting as a subject matter expert in the SDLC to help executives and practitioners realize the full ROI of the Sonatype platform
- Commercial Growth: You will own the "marathon" of high-stakes account management. You will cultivate a pipeline of expansion plays (cross-sells, up-sells, new divisions), accurately forecast closures, and negotiate favorable deal terms
- Trusted Partnership: You will build trust by being open, honest, and accountable, serving as the voice of the customer to influence our internal product roadmaps and service improvements
- Orchestration: You will lead cross-functional "give-get" account strategies, aligning Product, Marketing, and Engineering to deliver on our commitments
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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