Strategic Account Executive

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

📋 Description

• Develop and implement an enterprise territory strategy for a designated portfolio of US accounts.

• Take ownership of new-logo acquisition while building and converting 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 technology providers, and entry points.

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

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

• Engage with prospects prior to the initiation of formal buying processes to help customers identify 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 discipline around pipeline coverage, qualification, deal progression, and forecasting.

• Identify incumbent technology accounts and devise strategies for competitive displacement.

• Lead enterprise sales cycles that include technical evaluations, proofs of value, procurement processes, and executive decision-making.

• Build relationships with economic buyers, create financial, operational, and security business cases, and engage internal and external champions.

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

• Navigate complex negotiations and commercial discussions effectively.

• Position capabilities across Nexus Repository, Firewall, Lifecycle, and related solutions.

• Articulate software supply chain intelligence, vulnerable-component identification, malicious-package prevention, and risk decision-making clearly.

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

• Collaborate with Sales Engineering on technical validation and proofs of value.

• Partner with Marketing on account-based campaigns and targeted outreach initiatives.

• Coordinate internal resources while maintaining responsibility for commercial outcomes.

• Share insights on competitive intelligence, customer feedback, and market trends.

• Achieve an annual new-business quota of approximately $1.5–2 million within the first 12 months.

• Consistently originate and close new enterprise opportunities to establish a sustainable acquisition engine.

• Secure competitive displacement opportunities and enhance Sonatype's presence in major enterprises.

• Establish relationships with senior technology and security decision-makers and develop repeatable territory-development practices.

• Complete 30-, 60-, and 90-day milestones for territory, pipeline, and customer acquisition.

⛳️ Requirements

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

• Consistent achievement of quotas with a strong focus on new-logo acquisition.

• Experience in originating, developing, and closing complex enterprise opportunities independently.

• Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance effectively.

• History of being one of the top performers within a sales organization.

• Demonstrated success in winning business against established technology providers.

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

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

• Strong skills in account prioritization, stakeholder mapping, and territory planning.

• Ability to generate a self-sourced pipeline effectively.

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

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

• Ability to translate complex technical capabilities into clear commercial value propositions.

• Experience utilizing structured enterprise qualification methodologies like MEDDPICC.

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

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

• Recognition such as President's Club, Pinnacle Club, or equivalent accolades is highly desirable.

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

🏝️ Benefits

• Company Wellness Week where operations are shut down for a week, enabling employees to focus on personal growth and relaxation.

• Paid Volunteer Time Off (VTO).

• Parental leave.

• Diversity and inclusion working groups.

• Flexible working arrangements.

• Commitment to being an equal-opportunity employer with disability accommodations.