Enterprise Account Executive, North America
New
S
SonatypeSoftware supply chain security
US - Western - RemoteFull-Time
Salary not disclosed
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Job Details
- Required Skills
- Cybersecurity
Requirements
- Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or at comparable commercial complexity.
- Consistent quota attainment and a track record of acquiring new-logo customers.
- Evidence of personally originating, developing, and closing complex enterprise opportunities.
- Ability to quantify pipeline creation, average contract values, competitive wins, and revenue performance.
- Sustained high performance; President's Club, Pinnacle Club, or equivalent recognition is particularly attractive.
- Proven experience winning business against established technology providers and challenging incumbent solutions.
- Experience developing a geographic or named-account territory through proactive outbound activity and self-generated pipeline.
- Strong account prioritization, stakeholder mapping, territory planning, negotiation, and executive engagement skills.
- Familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure, or adjacent enterprise technology.
- Ability to engage technical and executive stakeholders and translate technical capabilities into commercial value.
- Experience with structured enterprise qualification methodologies such as MEDDPICC, forecasting, and opportunity management.
- Experience managing enterprise opportunities involving multiple stakeholders, technical evaluations, and procurement.
Responsibilities
- Develop and execute an enterprise territory strategy across an assigned portfolio of US accounts.
- Build and convert a sustainable, self-generated pipeline of high-value new-logo opportunities.
- Prioritize strategic prospects and create account plans covering stakeholders, buying committees, incumbents, and entry points.
- Generate pipeline through outbound prospecting, executive engagement, account-based campaigns, and strategic networking.
- Build relationships with CIOs, CTOs, CISOs, and engineering, DevSecOps, platform, and application security leaders.
- Develop competitive displacement strategies and lead complex enterprise sales cycles, technical evaluations, proofs of value, procurement, and negotiations.
- Build business cases that connect Sonatype's technical capabilities to customer outcomes.
- Apply structured qualification, including MEDDPICC, and maintain pipeline, opportunity, and forecast discipline.
- Coordinate with Sales Engineering, Marketing, Channel partners, systems integrators, and executive sponsors.
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