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Job Overview
Location
US - Eastern - Remote
Job Type
Full-time
Category
Software Engineering
Date Posted
February 24, 2026
Full Job Description
đź“‹ Description
- • Join Sonatype, the undisputed leader in software supply chain security, as an Enterprise Account Executive for the vital Midwest/Great Lakes region. In this pivotal role, you will be instrumental in expanding Sonatype's market presence by driving new logo acquisition and deepening relationships with our existing install base within a territory spanning Chicago (IL) through Ohio, Indiana, and Michigan.
- • This is a unique opportunity to leverage Sonatype's unparalleled expertise and market-leading solutions – including Nexus Repository, the world's largest repository of Java open-source software, and our comprehensive software supply chain security platform. You will be at the forefront of empowering enterprises to build and maintain secure, high-quality, and innovative software at scale, protecting them from the evolving threats within the software supply chain.
- • As an Enterprise Account Executive, you will be responsible for developing and executing a strategic sales plan to achieve aggressive revenue targets within your assigned territory. This includes identifying and qualifying new business opportunities, nurturing relationships with key decision-makers across various industries, and effectively communicating the value proposition of Sonatype's solutions.
- • You will engage with C-level executives, VPs of Engineering, CISOs, and other technical and business leaders, understanding their unique challenges and demonstrating how Sonatype can provide a proactive and comprehensive solution to their software supply chain security needs.
- • A significant aspect of this role involves identifying and pursuing greenfield opportunities, where you will introduce Sonatype's capabilities to organizations that may not yet be aware of the critical importance of software supply chain security or are seeking to enhance their existing practices.
- • Furthermore, you will be tasked with targeted competitive displacement, strategically positioning Sonatype against competitors by highlighting our distinct advantages, superior technology, and proven track record of success.
- • Your responsibilities will extend to managing the entire sales cycle, from prospecting and lead generation to negotiation and closing deals. This requires a deep understanding of complex enterprise sales processes and the ability to navigate intricate organizational structures.
- • You will collaborate closely with our Sales Development Representatives (SDRs) to generate qualified leads and with our Solutions Engineering team to deliver compelling product demonstrations and technical deep dives tailored to prospect needs.
- • Building and maintaining a robust sales pipeline is crucial. You will utilize CRM tools effectively to track progress, forecast accurately, and manage your territory efficiently.
- • Staying abreast of industry trends, competitive landscapes, and emerging threats in software supply chain security is paramount. You will act as a trusted advisor to your clients, providing insights and guidance on best practices.
- • This role demands a proactive, results-oriented individual with exceptional communication, negotiation, and interpersonal skills. You must be adept at building rapport, establishing credibility, and influencing stakeholders at all levels.
- • Sonatype's solutions are trusted by over 2,000 organizations, including 70% of the Fortune 100, and used by 15 million developers. You will be selling into a market with immense demand and a clear need for our innovative offerings.
- • The ideal candidate will possess a strong understanding of the enterprise software sales landscape, particularly within security, DevOps, or related technology sectors.
- • You will be empowered with the resources and support necessary to succeed, including comprehensive training, marketing collateral, and a collaborative team environment.
- • This is more than just a sales role; it's an opportunity to be a key player in shaping the future of software security and to make a tangible impact on how organizations develop and deploy software safely and efficiently.
- • You will be expected to consistently exceed sales quotas and contribute to Sonatype's continued growth and success in the rapidly expanding software supply chain security market.
- • Develop and maintain a deep understanding of Sonatype's product portfolio, including Nexus Repository, Nexus Lifecycle, and Nexus Firewall, and articulate their value proposition effectively to diverse audiences.
- • Conduct thorough discovery calls to uncover customer pain points, business objectives, and technical requirements related to software development, security, and open-source component management.
- • Present compelling business cases and ROI analyses to executive stakeholders, demonstrating the financial and strategic benefits of adopting Sonatype's solutions.
- • Manage complex sales cycles involving multiple stakeholders, procurement processes, and legal reviews within enterprise accounts.
- • Foster strong, long-term relationships with clients, acting as a strategic partner and trusted advisor throughout their software supply chain security journey.
- • Collaborate with internal teams, including marketing, product management, and customer success, to ensure a seamless customer experience and drive account growth.
- • Participate in industry events, trade shows, and webinars to build brand awareness and generate new business opportunities.
- • Continuously refine sales strategies and tactics based on market feedback, competitive intelligence, and performance metrics.
- • Embrace a culture of continuous learning and professional development, staying current with advancements in cybersecurity and software development practices.
- • Drive adoption and expansion within existing accounts by identifying upsell and cross-sell opportunities.
- • Effectively manage your sales pipeline using CRM tools, ensuring accurate forecasting and reporting.
- • Navigate and influence decision-making processes within large, complex enterprise organizations.
- • Understand and articulate the risks associated with open-source software and the importance of managing dependencies securely.
- • Position Sonatype as the essential partner for organizations seeking to achieve secure, compliant, and efficient software development lifecycles.
- • Leverage market intelligence to identify key target accounts and develop tailored outreach strategies.
- • Successfully close net-new logo deals and expand business within existing customer accounts.
- • Achieve and exceed assigned sales quotas and key performance indicators (KPIs) on a consistent basis.
🎯 Requirements
- • Proven track record of exceeding enterprise software sales quotas, with a minimum of 5-7 years of experience in a quota-carrying sales role.
- • Demonstrated success in selling complex solutions to C-level executives and technical decision-makers within Fortune 1000 companies.
- • Strong understanding of the software development lifecycle, DevOps, application security (AppSec), and/or open-source software management.
- • Experience selling into the Midwest/Great Lakes region is a significant advantage.
- • Excellent communication, presentation, negotiation, and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels.
- • Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic sales environment.
- • Proficiency with CRM software (e.g., Salesforce) and sales enablement tools.
- • Bachelor's degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience.
🏖️ Benefits
- • Competitive base salary and uncapped commission structure.
- • Comprehensive health, dental, and vision insurance plans.
- • Generous paid time off (PTO) and company holidays.
- • 401(k) retirement plan with company match.
- • Opportunities for professional development and career advancement.
- • Remote work flexibility.
- • Stock options/equity in a rapidly growing company.
- • Expense reimbursement for business-related travel and expenses.
Skills & Technologies
Java
Mid-level
Remote
About Sonatype, Inc.
Sonatype provides software supply chain management and security solutions for development teams. Its platform helps organizations manage open-source components, detect vulnerabilities, enforce policies, and ensure compliance across software development lifecycles. The company offers tools for artifact repository management, dependency tracking, license analysis, and automated remediation of security risks in open-source libraries. It serves enterprises aiming to accelerate software delivery while maintaining security and quality standards.
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