Strategic Account Executive – EMEA

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

📋 Description

• Develop and implement a thorough enterprise territory strategy targeting prospective accounts.

• Take ownership of new-logo acquisition while establishing and converting a sustainable pipeline of high-value enterprise opportunities.

• Identify and prioritize strategic prospects based on factors such as enterprise size, software 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 self-sourced pipeline through outbound prospecting, engaging executives, account-based campaigns, and networking efforts.

• Build relationships with CIOs, CTOs, CISOs, VPs of Engineering, DevSecOps, Platform Engineering, and Application Security leaders.

• Engage prospects prior to formal buying processes, assisting them in recognizing unaddressed challenges and opportunities.

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

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

• Maintain discipline in pipeline coverage, qualification, deal progression, and forecasting.

• Identify accounts utilizing competing software supply chain, repository management, and application security technologies.

• Develop competitive displacement strategies and lead intricate enterprise sales cycles through evaluations, proofs of value, procurement, and executive decisions.

• Cultivate relationships with economic buyers, create financial, operational, and security business cases, and develop both internal and external champions.

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

• Navigate complex negotiations and qualify out opportunities lacking a viable value or purchasing path.

• Position Nexus Repository, Firewall, Lifecycle, and related solutions effectively.

• Translate technical capabilities into quantifiable business outcomes.

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

• Coordinate efforts among Sales Engineering, Marketing, executive sponsors, and internal resources while maintaining commercial ownership.

• Achieve annual new-business quotas, acquire enterprise customers, capture competitive displacement opportunities, and enhance forecast accuracy.

• Build a repeatable and sustainable enterprise acquisition engine across the designated territory.

• Complete 30/60/90-day territory, account, pipeline, and pursuit milestones, delivering against a target quota of approximately $1.5–2 million within 12 months.

⛳️ Requirements

• Proven track record of achieving substantial enterprise new-business quotas, ideally around $2 million annually or similar commercial complexity.

• Consistent quota attainment coupled with strong new-logo acquisition skills.

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

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

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

• Recognition such as President's Club, Pinnacle Club, or equivalent accolades is particularly appealing.

• Proven ability to win business against established technology providers.

• Strong skills in negotiation, executive engagement, and commercial deal leadership.

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

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

• Capability to generate your own pipeline rather than relying primarily on inbound demand.

• Strong familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or related enterprise technology.

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

• Ability to convey sophisticated technical capabilities as clear commercial value.

• Experience using structured enterprise qualification methodologies, such as MEDDPICC.

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

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

• 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, or consumption-based/platform-led models.

🏝️ Benefits

• Company Wellness Week: operations pause for a week to facilitate personal growth and rest.

• Paid Volunteer Time Off (VTO).

• Parental leave benefits.

• Engagement in diversity and inclusion working groups.

• Flexible working practices to accommodate diverse needs.

• Support for disability accommodations.

• Commitment to equal-opportunity employment and non-discrimination.