Account Executive, Commercial

Territory Account Executive

Sonatype is the software supply chain security company. We provide the world's best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world's largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

The shift to AI-driven software development has fundamentally accelerated code generation. Developers are deploying features up to five times faster, but in doing so, they are ingesting vast networks of third-party open-source components that expose enterprises to machine-speed attacks.

To support this surge in demand, Sonatype is expanding its EMEA Sales team. We are seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. Moving from a technical BDR or inside sales background into a full-cycle closing position, you will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000.

If you are a self-starter eager to master outbound engagement, continuously invest in your own technical growth, and operate in a high-velocity environment backed by a profitable, category-defining market leader, this is your opportunity to step up and build the next phase of your sales career.

Responsibilities:

• Outbound Pipeline Generation: Independently prospect, cultivate, and engage EMEA accounts to build a predictable pipeline without relying on heavy inbound or channel support.
• High-Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close.
• Solution Value Selling: Qualify and present Sonatype's SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers.
• Self-Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution.
• Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting.

Role:

• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework.
• High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.
• Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
• Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
• Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype's automated software supply chain protection as a non-negotiable compliance standard.
• Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.

Who you are:

Essential

• Proven Track Record: Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role.
• High-Velocity Outbound Execution: Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations.
• Technical Curiosity & Self-Learning: Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
• Organization & Drive: Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months).
• Commercial Awareness: Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques.
• AI Readiness: Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits.

Preferred

• Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions.
• Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling.
• Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools.
• German fluency or another language.

What we are proud of:

• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards
• 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact 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 shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of 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 let us know.