Remote opportunity at
SonatypeEnterprise Account Executive, North America
Sonatype, the software supply chain security company, is hiring an Enterprise Account Executive, North America to drive growth in a major enterprise technology market. This role…
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About This Role
Sonatype, the software supply chain security company, is hiring an Enterprise Account Executive, North America to drive growth in a major enterprise technology market. This role focuses purely on new-logo acquisition, target territory development, and competitive displacement across a defined portfolio of United States enterprise prospects. Rather than managing an existing customer base, the person in this position will act as a hunter responsible for identifying high-value opportunities, engaging executive…
Job Description
Sonatype, the software supply chain security company, is hiring an Enterprise Account Executive, North America to drive growth in a major enterprise technology market. This role focuses purely on new-logo acquisition, target territory development, and competitive displacement across a defined portfolio of United States enterprise prospects. Rather than managing an existing customer base, the person in this position will act as a hunter responsible for identifying high-value opportunities, engaging executive stakeholders like CIOs and CISOs, and closing complex enterprise sales deals.
The ideal candidate is a high-performing enterprise sales professional with a history of hitting ambitious targets and winning against competitors such as JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx, and Veracode. Success in the role requires deep commercial discipline, strong technical understanding of developer tooling, DevSecOps, and application security, as well as the ability to coordinate across sales engineering, marketing, and channel partners.
Responsibilities
- Develop and execute a comprehensive enterprise territory strategy to acquire new logos across an assigned US account portfolio
- Generate self-sourced pipeline through proactive outbound prospecting, executive engagement, targeted account-based campaigns, and strategic networking
- Engage enterprise decision-makers including CIOs, CTOs, CISOs, VP Engineering, and application security leadership
- Drive competitive displacement strategies against incumbent and competing software supply chain, repository management, and application security technologies
- Lead complex enterprise sales cycles involving technical evaluations, proofs of value, procurement, and executive decision-making
- Apply structured enterprise sales methodologies such as MEDDPICC for qualification, decision criteria, and mutual action plans
- Build productive relationships with regional channel partners, systems integrators, and enterprise solution providers to uncover partner-sourced opportunities
- Collaborate cross-functionally with sales engineering, marketing, and executive leadership on account acquisition and technical validation strategies
Requirements
- Proven track record of enterprise new-business performance, acquiring new customers, and exceeding ambitious revenue targets
- Experience as a hunter creating opportunities, displacing established competitors, and winning complex, high-value enterprise business
- Ability to operate confidently against an annual quota with strong commercial discipline and enterprise sales experience
- Familiarity with the enterprise cybersecurity, DevSecOps, and developer tooling landscape
Qualifications
- Consistently high-performing enterprise sellers who have achieved President's Club, Pinnacle Club, or equivalent recognition
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the remote work policy for this role?
The posting states that the location is remote.
What type of employment is this?
This is a full-time position.
Is salary information provided in the posting?
No, the salary is not stated in the source posting.
Is this an account management position?
No, this is a pure new-logo acquisition role for an enterprise hunter and is not designed around managing an inherited customer portfolio.
Sample Interview Questions
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