Enterprise Account Executive

Job Summary

Seeking a full-time remote Enterprise Account Executive, the successful candidate will drive new-logo acquisition and develop strategic relationships across the US West territory, focusing on complex enterprise sales in the software supply chain security sector.

Key responsibilities:

• Develop and execute a comprehensive strategy for new-logo acquisition within assigned enterprise accounts
• Engage with executive stakeholders to identify and prioritize strategic prospects and generate a self-sourced pipeline
• Lead competitive displacement efforts by understanding the market landscape and establishing compelling business cases for Sonatype's solutions

Required qualifications:

• Proven track record of achieving substantial enterprise new-business quotas, ideally around $2 million annually
• Experience in competitive enterprise selling, with a history of winning against established technology providers
• Strong familiarity with cybersecurity, DevSecOps, and application security technologies
• Ability to apply structured sales methodologies such as MEDDPICC for opportunity qualification and pipeline management
• Demonstrated success in developing a territory through proactive outbound sales activities