Federal Account Executive - Civilian Agencies

Sonatype is the software supply chain security company that offers end‑to‑end solutions for proactive protection against malicious open source, enterprise‑grade SBOM management, and leading open source dependency management. Founded on Nexus Repository and stewarding Maven Central, we empower enterprises to create and maintain secure, quality, and innovative software at scale, supported by AI and data intelligence. The Federal Account Executive – Civilian Agencies builds, secures, and accelerates Sonatype’s revenue generation in the U.S. Federal Civilian sector, introducing next‑generation security, AI governance, and automated SBOM orchestration to mission‑critical civilian infrastructures. Operating at the Senior Specialist level, you own long‑term territorial design and turn public‑sector mission alignment into a predictable engine for net‑new Annual Contract Value. Success In This Role Looks Like Territory Expansion & Hunting Dominance: Establish a highly predictable, linear revenue engine through aggressive acquisition of new Federal Civilian accounts and multi‑bureau expansions within existing footprints. Federal Procurement Engineering: Navigate complex federal transactions through agency‑specific budgetary, legal, and procurement checkpoints by keeping deals mapped to preferred contract vehicles early in the sales cycle. Strategic Value Realization: Position Sonatype as an essential mission enabler rather than an isolated tool, achieving larger initial transaction values and high programmatic account stickiness. Competitive Defense & Technical Wins: Secure definitive technical selections in complex competitive cycles by aligning automated policy enforcement with federal cyber mandates. Frictionless Cross‑Functional Sync: Run disciplined internal validation to ensure proof‑of‑concept frameworks are cleanly scoped against defined agency parameters. You Will Be Successful When Quarterly and annual Net New ACV quotas are met or outpaced with high landing predictability and data hygiene in Salesforce.com. Deep executive and practitioner relationships are established across civilian agency bureaus, creating a stable, qualified pipeline three times the target quota density. Partner‑supported pipelines expand through regular account‑mapping and enablement loops with federal resellers and prime contractors. Role Responsibilities Territory Ownership & Strategy: Architect, iterate, and execute a comprehensive strategic plan to penetrate, hunt, and expand Sonatype’s presence across assigned Federal Civilian Agencies. Full‑Lifecycle Enterprise Selling: Drive complex, multi‑stakeholder federal software procurement cycles from technical discovery to vehicle selection, contract award, and post‑sale deployment velocity. Consultative Discovery & Positioning: Run deep, problem‑centric discovery sessions with public sector software, AppSec, and IT operations teams to surface hidden supply‑chain vulnerabilities and policy gaps. Ecosystem Alliance Mobilization: Actively co‑sell through the Federal channel, aligning activities with Federal Systems Integrators, specialized contractors, and distributors to maximize deal reach. Operational Forecast Rigor: Maintain impeccable CRM data quality, staging opportunities precisely, analyzing look‑ahead pipeline, and mitigating deal risk transparently. Cross‑Functional Team Collaboration: Lead virtual teams—Sales Engineering, inside sales, federal marketing, customer success—to optimize deal velocity and deliver flawless proof‑of‑concept executions. Things that we are proud of 2025 AI Compliance Solution of the Year – AI Breakthrough Awards 2025 DEVIES Award to our SBOM Manager new product for innovation and impact 2024 Industry Leader in Forrester‑Wave for Software Composition Analysis (2024 Q4) 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 allow all employees to pursue personal growth and enjoy well‑deserved rest. Paid Volunteer Time Off (VTO) We value diversity and inclusivity, offering parental leave, diversity working groups, flexible practices, and VTO to support employees’ whole selves. We are an equal‑opportunity employer and 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 let us know. We may use artificial intelligence tools to support parts of the hiring process. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. For more information about how your data is processed, please contact us. #J-18808-Ljbffr Sonatype