Enterprise Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement a comprehensive territory strategy for assigned accounts in the US West region.

• Take ownership of acquiring new logos and create a sustainable pipeline of high-value enterprise opportunities.

• Identify and prioritize strategic prospects based on factors such as enterprise size, software development complexity, security maturity, competitive landscape, and commercial potential.

• Create account plans that encompass organizational structures, executive stakeholders, buying committees, incumbent providers, and entry points.

• Generate a self-sourced pipeline through outbound prospecting, executive engagement, account-based campaigns, and strategic networking.

• Establish connections with CIOs, CTOs, CISOs, VP of Engineering, DevSecOps, Platform Engineering, and Application Security leaders.

• Engage with prospects prior to formal buying processes to help them recognize unaddressed challenges and opportunities.

• Collaborate with Marketing, Sales Engineering, Channel, and executive leadership on strategies for account acquisition.

• Position Sonatype’s broader software supply chain platform through tailored business cases for customers.

• Maintain a disciplined approach to pipeline coverage, qualification, deal progression, and forecasting.

• Identify accounts utilizing competing or incumbent technologies and develop strategies for competitive displacement.

• Lead intricate enterprise sales cycles that involve stakeholders, technical evaluations, proofs of value, procurement, and executive decisions.

• Cultivate relationships with economic buyers and develop financial, operational, and security business cases.

• Utilize MEDDPICC for qualification, decision criteria, competitive positioning, and mutual action plans.

• Navigate complex negotiations and conduct commercial discussions effectively.

• Build champions both internally and externally to influence enterprise purchasing decisions.

• Establish relationships with channel partners, systems integrators, and enterprise solution providers.

• Work alongside Sales Engineering on technical validation and proofs of value.

• Partner with Marketing for account-based campaigns and executive engagement efforts.

• Achieve annual new business quotas, consistently generate and close new enterprise opportunities, win competitive displacement opportunities, and create a predictable acquisition engine.

• Forge relationships with senior technology and security decision-makers and implement repeatable territory development practices.

• Complete 30-, 60-, and 90-day milestones related to territory, pipeline, and account development.

• Meet a quota of approximately $1.5–2 million within the first 12 months.

⛳️ Requirements

• Proven track record of meeting and exceeding substantial enterprise new-business quotas, ideally around $2 million annually or equivalent commercial complexity.

• Consistent success in quota attainment and strong performance in new logo acquisition.

• Demonstrated ability to personally originate, develop, and close complex enterprise opportunities.

• Capacity to quantify pipeline creation, average contract values, competitive successes, and revenue performance.

• History of being among the top performers in a sales organization.

• Established experience in winning business against recognized technology providers.

• Strong skills in negotiation, executive engagement, and leading commercial deals.

• Experience in developing a geographic or named-account territory through proactive outbound efforts.

• Proficient in account prioritization, stakeholder mapping, and territory planning.

• Ability to generate own pipeline independently rather than relying primarily on inbound demand.

• Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or related enterprise technologies.

• Confidence in engaging technical and executive stakeholders in complex buying environments.

• Ability to effectively translate sophisticated technical capabilities into clear commercial value.

• Experience with structured enterprise qualification methodologies such as MEDDPICC.

• Strong skills in forecasting, opportunity management, and maintaining pipeline discipline.

• Capacity to manage complex enterprise opportunities involving multiple stakeholders, technical evaluations, and procurement processes.

• Preferred experience in software supply chain security, software composition analysis, application security, DevSecOps platforms, repository management, developer infrastructure, enterprise cybersecurity, cloud-native security, platform selling, competitive displacement, complex enterprise customers, channel partnerships, the US West technology ecosystem, or consumption-based/platform-led/land-and-expand models.

🏝️ Benefits

• Company Wellness Week offering paid time off for personal growth and relaxation.

• Paid Volunteer Time Off (VTO).

• Parental leave benefits.

• Participation in diversity and inclusion working groups.

• Flexible work practices available.

• Equal-opportunity employer commitment.

• Disability and special-needs accommodations provided.