Enterprise Account Executive, North America

Sonatype is the software supply chain security company. Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. We are uniquely positioned to lead this next era. Sonatype operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence. We are seeking an exceptional Enterprise Account Executive — US to accelerate Sonatype’s growth across one of the most commercially significant and competitive enterprise technology markets in North America. This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business. As artificial intelligence transforms how software is developed, organisations are facing unprecedented challenges around open source security, software supply chain integrity, developer productivity and governance. Sonatype operates at the intersection of these challenges, helping some of the world’s largest organisations build and deploy software securely through industry-leading software supply chain intelligence and an integrated platform spanning repository management, application security and malware prevention. The US West territory presents an opportunity for a commercially ambitious seller to develop strategic enterprise relationships, challenge established technology providers and build a significant new-business pipeline. You will own a defined portfolio of enterprise prospects across the United States, with a clear mandate to identify, develop and close new-logo opportunities. This is not an account management position, nor is it a role designed around managing an inherited customer portfolio. Your success will be defined by the new customers you acquire, the competitive opportunities you create and the revenue you generate. You will be expected to operate confidently against an annual quota, bringing the commercial discipline, enterprise sales experience and competitive intensity required to deliver sustained performance. We’re particularly interested in speaking with consistently high-performing enterprise sellers who have achieved President’s Club, Pinnacle Club or equivalent recognition and can demonstrate repeated success in complex, competitive technology markets. Our role in detail: Territory Development & Strategic New-Logo Acquisition: • Develop and execute a comprehensive enterprise territory strategy across an assigned portfolio of US accounts. • Take full accountability for new-logo acquisition, building and converting a sustainable pipeline of high-value enterprise opportunities. • Identify and prioritise strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape and commercial potential. • Build sophisticated account plans identifying organisational structures, executive stakeholders, buying committees, incumbent technology providers and potential entry points. • Generate significant self-sourced pipeline through proactive outbound prospecting, executive engagement, targeted account-based campaigns and strategic networking. • Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering and Application Security leadership. • Engage enterprise prospects before formal buying processes begin, helping customers recognise challenges and opportunities they may not yet be actively addressing. • Collaborate with Marketing, Sales Engineering, Channel and executive leadership to develop coordinated account acquisition strategies. • Identify opportunities to position Sonatype’s broader software supply chain platform through compelling customer-specific business cases. • Maintain strong commercial discipline around pipeline coverage, opportunity qualification, deal progression and forecasting. Competitive Displacement & Enterprise Deal Execution: Competitive displacement will be a significant component of this role. We are looking for someone who understands the enterprise cybersecurity, DevSecOps and developer tooling landscape and is confident challenging established technology providers. You will be expected to: • Identify enterprise accounts using competing or incumbent software supply chain, repository management and application security technologies. • Develop account-specific competitive displacement strategies based on customer challenges, technical requirements and business outcomes. • Demonstrate a strong understanding of the competitive landscape, including organisations such as JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx and Veracode. • Understand where Sonatype’s intelligence, security capabilities, platform breadth and preventative approach provide meaningful customer differentiation. • Lead sophisticated enterprise sales cycles involving multiple stakeholders, technical evaluations, proofs of value, procurement and executive decision-making. • Develop strong economic buyer relationships and build compelling financial, operational and security business cases. • Apply structured enterprise sales methodologies such as MEDDPICC to establish clear qualification, decision criteria, competitive positioning and mutual action plans. • Navigate complex negotiations and commercial discussions while maintaining strong customer relationships. • Build internal and external champions capable of influencing enterprise purchasing decisions. • Demonstrate the judgement to qualify out opportunities where genuine customer value or a viable purchasing path cannot be established. We want a seller who knows how to win when the customer already has a solution, not someone who only succeeds when there is no competition. Industry Knowledge & Technical Credibility: This role requires a strong understanding of the market in which Sonatype operates. You should be comfortable discussing how modern enterprise organisations develop, secure and deploy software, and how AI is changing the speed and complexity of those processes. You will: • Understand the commercial and technical challenges associated with open source software, software composition analysis, DevSecOps and application security. • Engage confidently with technical and executive buyers around software supply chain risk, developer productivity, governance and security. • Position Sonatype’s platform capabilities across Nexus Repository, Firewall, Lifecycle and related solutions. • Understand how software supply chain intelligence can help organisations identify vulnerable components, prevent malicious packages entering development and make better risk decisions. • Translate technical capabilities into measurable business outcomes rather than relying on feature-led selling. • Recognise opportunities to position Sonatype as a strategic enterprise platform rather than a standalone point solution. • Stay informed about emerging technology, AI-assisted development, competitive market movements and evolving enterprise security requirements. Channel & Cross-Functional Enterprise Selling: Enterprise sales success requires the ability to bring the right expertise together around the customer. You will: • Build productive relationships with regional channel partners, systems integrators and enterprise solution providers. • Identify partner-sourced and partner-influenced opportunities that support new-logo acquisition. • Collaborate with Sales Engineering to develop effective technical validation strategies and proofs of value. • Partner with Marketing on account-based campaigns, executive engagement and targeted enterprise outreach. • Engage executive sponsors where appropriate to support strategic opportunities. • Coordinate internal resources effectively while retaining clear ownership of the commercial outcome. • Share competitive intelligence, customer insights and market feedback to improve Sonatype’s broader enterprise go-to-market execution. Role Outcomes: Success in this role means establishing a high-performing, predictable new-logo acquisition engine across the assigned US West territory. You will be expected to: • Deliver against an annual new-business quota. • Consistently originate and close new enterprise customer opportunities. • Build a sustainable, self-generated enterprise pipeline. • Win strategically important competitive displacement opportunities. • Establish relationships with senior technology and security decision-makers across priority accounts. • Increase Sonatype’s presence within major enterprise organisations. • Demonstrate strong enterprise deal qualification, commercial judgement and forecast accuracy. • Build effective relationships with Sales Engineering, Marketing and Channel partners. • Create repeatable territory development and enterprise acquisition practices that support long-term growth. What Success Looks Like: First 30 Days — Understand, Assess & Prioritise You will develop a deep understanding of Sonatype’s technology, competitive positioning, customer value proposition and enterprise go-to-market strategy. You will assess your assigned territor