Enterprise Account Executive, State

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, high-quality, and innovative software  founders of Nexus Repository and stewards of Maven Central — the world’s largest repository of Java open-source software — our expertise is unmatched, and our commitment to helping organisations build faster, safer software is unwavering.

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

We are hiring a Senior Enterprise Account Executive to own the largest, most complex, and most strategically critical accounts across New York State.

This is not a volume role. This is a strategic sniper position built for an elite hunter who consistently closes transformational, 7-figure enterprise deals.

This is a net-new logo role with significant greenfield opportunity and targeted competitive displacement.

• Carry and consistently achieve a $1.5M–$2M+ annual quota, focused on large, complex enterprise transactions, including 7-figure ACV deals.
• Hunt and penetrate highly strategic, enterprise-level accounts across New York State, many of which have previously selected a competitor or declined to engage.
• Develop sophisticated, account-specific strategies for greenfield and win-back scenarios.
• Lead multi-threaded engagement across CISO, CIO, CTO, App Sec, Dev Ops, Engineering, Risk, and Procurement stakeholders.
• Own and orchestrate complex 6–12+ month enterprise sales cycles from cold outreach to contract execution.
• Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share.
• Operate as the CEO of your territory, in strategy development, accountable for results, supported by a world‑class SE and cross‑functional team.
• Drive executive-level conversations that reposition software supply chain security as a board-level priority within regulated Financial Services organizations.

• Elite Enterprise Closer
• Proven history of exceeding $1.5M+ quotas in enterprise software.
• Demonstrated track record closing 7‑figure enterprise software transactions within complex, regulated environments.
• Presidents Club / top 10% performer pedigree strongly preferred.
• Direct experience selling Application Security (App Sec), Dev Sec Ops , or Software Supply Chain Security solutions is required.
• Deep understanding of how to sell into CISOs, Security Architects, Dev Ops leaders, and Engineering executives.
• Ability to navigate technical evaluations, security reviews, and procurement scrutiny.
• General SaaS experience without security domain depth will not meet the bar for this role.
• Competitive Displacement Experience.
• Proven success winning competitive bake‑offs and displacing entrenched vendors.
• Experience re‑engaging and winning back former customers.
• Comfortable leading with insight and executive challenge, not reliant on inbound marketing air cover.

• Experience mapping and penetrating large, matrixed enterprise organizations.
• Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days.
• Structured deal execution using MEDDIC or similar enterprise methodology.

• Experience selling into Global Systemically Important Banks (GSIBs) or Tier 1 financial institutions.
• History of leading multi‑product platform deals versus point solutions.
• Experience in high‑growth cybersecurity or Dev Sec Ops  vendors scaling toward IPO or post‑IPO growth.
• Executive presence capable of influencing board‑level security conversations.

At Sonatype, we believe that how we work is just as important as what we build. Our values aren’t just words; they shape every conversation, decision, and hire we make.

We obsess over creating customer value, not just satisfaction. Whether…