Enterprise Account Executive, Public Sector

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

📋 Description

• Acquisition of New Logos: Consistently secure new agency logos and programmatic footprints within the Federal landscape to enhance Sonatype's market presence.

• Generation of New ARR: Meet and surpass challenging quarterly and annual Net-New ARR targets primarily driven by first-time buyer contracts.

• Pipeline Development: Create and sustain a self-sourced, 4x qualified pipeline through persistent cold outreach, agency mapping, and strategic prospecting.

• Market Expansion: Effectively position Sonatype's DevSecOps and SBOM innovative compliance solutions as the new essential standard within previously untapped government accounts.

⛳️ Requirements

• Proven Sales Experience: Over 5 years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented track record in significant net-new logo acquisition and sales club accomplishments.

• Persistent Pipeline Developer: Outstanding prospecting capabilities; a professional who excels in outbound efforts and does not depend on inbound leads or existing account management.

• Expertise in Federal Procurement: Profound understanding of federal buying cycles, budget timelines, and securing new funding through SEWP, GSA, and other key contract vehicles.

• Domain Knowledge: Strong experience in selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools within the Federal sector.

🏝️ Benefits

• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards

• 2025 DEVIES Award for our SBOM Manager new product for its innovation and influence in developer technology

• 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)

• 2023 Fast Company Best Places for Innovators

• 2023 Gartner's Magic Quadrant

• 2023 Software Report's Top 100 Software Companies

• 2023 BuiltIn Best Places to Work

• 2022 Frost & Sullivan Technology Innovation Leader Award

• 2022 PeerSpot Silver Peer Award in Software Composition Analysis

• 2022 Tech Ascension Best DevOps Security Solution Award

• 2022 NVCT Cyber Company of the Year

• Company Wellness Week - We pause company operations for a week to allow all employees to focus on personal growth and enjoy a well-deserved break.

• Paid Volunteer Time Off (VTO)

• At Sonatype, we prioritize diversity and inclusivity. We provide benefits such as parental leave, diversity and inclusion working groups, and flexible working arrangements to enable our employees to be their authentic selves. We are an equal-opportunity employer and do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to inform us.