Role overview

Qualifications

5+ years of quota-carrying enterprise software sales experience in the US Federal sector
Proven track record of net-new logo acquisition and sales club achievements
Exceptional prospecting skills with a focus on outbound execution
Deep mastery of federal buying cycles and budget seasons

Responsibilities

Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting
Dissect complex federal organizational charts to identify key buyers and influencers
Deliver tailored presentations articulating Sonatype’s value
Utilize the Federal channel ecosystem for access to new accounts

Key facts

Remote from: District of Columbia (USA), Washington (USA)
Full time
Senior (5-10 years)
Enterprise Account Executive
English

Hard skills

Business Development Sales Qualification Procurement Account Management DevSecOps Cyber Security Salesforce Cold Calling Presentation Training Channel Management

Other skills

Communication
Negotiation

About the company

Sonatype

Computer Software / SaaS

The Sonatype journey started 10 years ago, just as the concept of “open source” software development was gaining steam. From our humble beginning as core contributors to Apache Maven, to supporting the world’s largest repository of open source components (Central), to distributing the world's most popular repository manager (Nexus), we’ve played a meaningful role in helping the world embrace the power of open innovation. Over time, we witnessed the staggering volume and variety of open source libraries that began flowing into every development environment in the world. We understood that when open source components are properly managed, they provide a tremendous energy for accelerating innovation. Conversely, when unmanaged, open source "gone wild" can lead directly to security vulnerabilities, licensing risks, enormous rework, and waste. Our vision today is simple. We are laser focused on helping organizations continuously harness all of the good that open source has to offer, without any of the risk. In order to do this, we have invested in knowing more about the quality of open source than anyone else in the world. This investment takes the form of machine learning, artificial intelligence, and human expertise, which in aggregate produces highly curated intelligence that is infused into every Nexus product. Organizations equipped with Nexus products make better decisions, innovate faster at scale, and rest comfortably knowing that their applications always consist of the highest quality open source components.

Company details

Company typeSME

IndustryComputer Software / SaaS

Company size501 - 1000

Links

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Job description

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.

As an Enterprise Account Executive for the Federal Public Sector team, your primary mandate is pure net-new logo acquisition and market expansion. Based in Virginia, you will operate as an elite "hunter," breaking into untouched US Federal agencies, commands, and programs.

This role requires an individual with a relentless business development mindset who can navigate the complexities of federal procurement, leverage compliance mandates (like Executive Order 14028), and independently build a thriving pipeline from the ground up.

Role Outcomes:

Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share.

New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.

Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.

Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

Responsibilities:

Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling.

Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype.

High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype’s mission-critical value to uninitiated government stakeholders.

Partner Alignment for Access: Utilize the Federal channel ecosystem (distributors like Carahsoft, local VARs, and GSIs) specifically to gain access to net-new accounts and contract vehicles.

Rigorous Sales Qualification: Drive a tight, disciplined sales cycle from initial cold hook to contract close, ensuring accurate and predictable forecasting in Salesforce.

Who you are:

Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements.

Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management.

Federal Procurement Expertise: Deep mastery of federal buying cycles, budget seasons, and unlocking net-new funding via SEWP, GSA, and other major contract vehicles.

Domain Fluency: Strong background selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools into the Federal space.

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 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.

Paid Volunteer Time Off (VTO)

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.