Account Executive, sonatype
Velocity, North America
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
- If you are a self-starter eager to master outbound engagement, continuously invest in your own technical growth, and operate in a high-velocity environment backed by a profitable, category-defining market leader, this is your opportunity to step up and build the next phase of your sales career
- Proven Track Record: Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role
- High-Velocity Outbound Execution: Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations
- Technical Curiosity & Self-Learning: Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models
- Organization & Drive: Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months)
- Commercial Awareness: Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques
- AI Readiness: Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits
- Preferred
- Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions
- Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling
- Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools
What the job involves
- The shift to AI-driven software development has fundamentally accelerated code generation. Developers are deploying features up to five times faster, but in doing so, they are ingesting vast networks of third-party open-source components that expose enterprises to machine-speed attacks
- To support this surge in demand, Sonatype is expanding its North American Sales team. We are seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. Moving from a technical BDR or inside sales background into a full-cycle closing position, you will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000
- Outbound Pipeline Generation: Independently prospect, cultivate, and engage North American accounts to build a predictable pipeline without relying on heavy inbound or channel support
- High-Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close
- Solution Value Selling: Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers
- Self-Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution
- Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting
- Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework
- High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies
- Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
- Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
- Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard
- Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms
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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