Account Executive, Velocity, North America

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 North American 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 North American 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.

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.