Enterprise Account Executive

About Sonatype

Sonatype is the software supply chain security company. We provide the world’s best end‑to‑end software supply chain security solution, combining proactive protection against malicious open source, enterprise‑grade SBOM management, and an open‑source dependency management platform. More than 2,000 organisations, including 70 % of the Fortune 100 and 15 million software developers, rely on Sonatype to optimise their software supply chains.

Role Overview

Enterprise Account Executive – responsible for Chicago (IL) through Wisconsin, Indiana, and Michigan. The role blends net‑new logo acquisition with expansion of install‑base clients, offering significant greenfield opportunity and targeted competitive displacement.

Responsibilities

• Carry and consistently achieve a $1.5 M annual quota, focused on large, complex enterprise transactions, including 7‑figure ACV deals.
• Hunt and penetrate highly strategic, enterprise‑level accounts across New York State, many of which have previously selected a competitor or declined to engage.
• Develop sophisticated, account‑specific strategies for greenfield and win‑back scenarios.
• Lead multi‑threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders.
• Own and orchestrate complex 6–12+ month enterprise sales cycles from cold outreach to contract execution.
• Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share.
• Operate as the CEO of your territory, accountable for results and supported by a world‑class SE and cross‑functional team.

Requirements

What You’ll Bring

• Elite Enterprise Closer.
• Proven history of exceeding $1.5 M+ quotas in enterprise software.
• Demonstrated track record closing 7‑figure enterprise software transactions within complex, regulated environments.
• Presidents Club / top 10 % performer pedigree strongly preferred.
• Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions.
• Deep understanding of how to sell into CISOs, Security Architects, DevOps leaders, and Engineering executives.
• Ability to navigate technical evaluations, security reviews, and procurement scrutiny.
• General SaaS experience without security domain depth will not meet the bar for this role.
• Competitive Displacement Experience: proven success winning competitive bake‑offs, displacing entrenched vendors, and re‑engaging former customers.
• Comfortable leading with insight and executive challenge, not reliant on inbound marketing air cover.

Strategic Discipline

• Experience mapping and penetrating large, matrixed enterprise organizations.
• Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days.
• Structured deal execution using MEDDIC or similar enterprise methodology.

It Would Be Exceptional If You Also Had

• History of leading multi‑product platform deals versus point solutions.
• Experience in high‑growth cybersecurity or DevSecOps vendors scaling toward IPO or post‑IPO growth.
• Executive presence capable of influencing board‑level security conversations.

Benefits & Perks

• Company Wellness Week (shutdown of operations for a week to rest and recharge).
• Diversity & Inclusion Working Groups.
• Parental Leave Policy.
• Paid Volunteer Time Off (VTO).
• Flexible working practices to support work‑life balance.
• Commitment to diversity, inclusion, and equal‑opportunity employment.