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SonatypeStrategic Account Executive, EMEA (100% hunting role)
Sonatype is seeking a Strategic Account Executive for the EMEA region to drive new-logo acquisition and expand its enterprise market presence. The company provides software supply…
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About This Role
Sonatype is seeking a Strategic Account Executive for the EMEA region to drive new-logo acquisition and expand its enterprise market presence. The company provides software supply chain security solutions, operating Maven Central and Nexus Repository, and helping organizations secure open-source usage, application security, and developer productivity. This position is a 100% hunting role dedicated to acquiring new enterprise customers rather than managing existing accounts. The successful candidate will own a…
Job Description
Sonatype is seeking a Strategic Account Executive for the EMEA region to drive new-logo acquisition and expand its enterprise market presence. The company provides software supply chain security solutions, operating Maven Central and Nexus Repository, and helping organizations secure open-source usage, application security, and developer productivity.
This position is a 100% hunting role dedicated to acquiring new enterprise customers rather than managing existing accounts. The successful candidate will own a designated territory, proactively generate pipeline, displace established competitors, and close high-value business deals. Key responsibilities include creating territory strategies, engaging C-level stakeholders such as CIOs and CISOs, managing complex sales cycles, and collaborating cross-functionally with sales engineering, marketing, and channel partners.
Ideal candidates are high-performing enterprise sellers with a strong track record in competitive technology markets, recognized through achievements like President's Club or Pinnacle Club. Applicants must possess a deep understanding of DevSecOps, application security, and software composition analysis, alongside strong commercial discipline using methodologies like MEDDPICC.
Responsibilities
- Develop and execute a comprehensive enterprise territory strategy to drive new-logo acquisition
- Generate self-sourced pipeline through outbound prospecting, executive engagement, and account-based campaigns
- Engage C-level executives including CIOs, CTOs, CISOs, and engineering leadership
- Displace established competitors and incumbent software supply chain and security technologies
- Lead complex enterprise sales cycles involving technical evaluations, proofs of value, and procurement
- Apply structured enterprise sales methodologies such as MEDDPICC
- Collaborate with marketing, sales engineering, channel partners, and executive leadership
Requirements
- Proven enterprise new-business performance with a track record of carrying and achieving substantial sales quotas
- Experience in new-logo acquisition and winning complex, competitive technology markets
- Strong understanding of the enterprise cybersecurity, DevSecOps, and developer tooling landscape
- Ability to engage technical and executive buyers around software supply chain risk and application security
Qualifications
- Consistent high performance resulting in recognition such as President's Club, Pinnacle Club, or equivalent
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 employment type for this role?
The posting specifies that this is a full-time position.
Is this position a hunting or account management role?
This is a 100% hunting role focused entirely on new-logo acquisition and competitive displacement, not on managing an inherited customer portfolio.
What is the salary for this position?
The posting does not specify the salary.
Sample Interview Questions
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