Enterprise Account Manager, Southern

Overview

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining proactive protection against malicious open source, 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 with unmatched open source expertise. We empower innovation with a commitment to build faster, safer software and to harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive 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.

About the Team: Sonatype’s global sales team consists of over 100 dynamic, results-driven professionals who are passionate about driving growth and delivering value to our clients. Spread across diverse regions and territories, our team members work remotely to stay closely aligned with the unique needs of their markets. Our sales organization is deeply committed to exceeding targets and consistently providing exceptional service to our rapidly expanding client base.

With a collaborative and goal-oriented mindset, our team thrives on innovation, customer engagement, and a shared focus on advancing Sonatype’s industry-leading solutions.

This role is a hunter position focusing 70% on net new logo.

• Actively hunt and identify new sales opportunities within existing accounts to drive expansion of Sonatype’s Nexus product suite.
• Execute targeted account strategies and outbound cold calling to penetrate Fortune 1000 companies.
• Leverage inbound marketing leads to initiate and develop sales conversations.
• Effectively communicate Sonatype’s value proposition to grow customer footprints and increase sales.
• Own the full sales cycle from prospecting to closing, with no pre-existing pipeline provided.
• Collaborate closely with Business Development, Sales leadership, and Marketing to aggressively pursue and close deals.
• Work with field marketing to create events that engage new prospects and advance existing opportunities.
• Significant travel is required.

• 5+ Years of enterprise software sales experience is mandatory
• Successful experience within the Agile, Dev Ops, Open Source, or Enterprise Software space.
• Experience building regional account plans specifically Southern California, Nevada and Utah
• Validated experience in developing new relationships that result in new customer acquisition.

• BS or BA Degree in a technical or business subject area.
• Experience in a startup software organization.
• Understanding of the Dev Ops and/or Application Security industry and market.

• 2024 Built In Best Places to Work:
  Sonatype named to the Washington DC 100 Best Places to Work list.
• European Enterprise Awards 2023:
  Winner of the European Enterprise Awards in the Best Enterprise SaaS Provider.
• Constellation AST Shortlist:
  Listed on the Constellation Shortlist for Application Security Testing for 2024.
• Data Breakthrough Awards: 2024 winner in the Open Source Data Solution of the Year.
• SD Times:
  Best in Show Security.
• Fast Company Best Workplaces for Innovators 2024.
• The Herd Top 100 Private Software Companies 2024.
• 2023 Leader in Forrester-Wave for Software Compensation Analysis.
• 2023 Gartner s Magic Quadrant.
• Company Wellness Week – We shut down company operations for a week to enable all employees to pursue personal growth and rest.
• Diversity & Inclusion Working Groups
• Parental Leave Policy
• Paid Volunteer Time Off (VTO)

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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.