Account Executive, Commercial, North America
New
S
SonatypeSoftware supply chain security
US - Remote / US - Central - Remote / US - Eastern - RemoteFull-Time
Salary not disclosed
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Job Details
- Required Skills
- SalesforceSaaS
Requirements
- Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative, with interest in moving into or growing in a closing role.
- Demonstrated ability to prospect, multi-thread, and conduct disciplined outbound outreach.
- Ability to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
- Structured task management skills for handling concurrent deals and sales cycles of 3 weeks to 3 months.
- Understanding of deal qualification, pipeline hygiene, and value-based closing techniques.
- Ability to use AI productivity tools for account research, personalized outreach, and workflow automation with sound judgment and validation.
- Prior SaaS, cloud infrastructure, DevOps, or application security sales experience is preferred.
- Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling is preferred.
- Familiarity with Salesforce, Gong, Outreach or Salesloft, and AI-assisted GTM tools is preferred.
Responsibilities
- Prospect and engage North American accounts to build pipeline.
- Manage concurrent sales cycles from qualification through close.
- Present Sonatype’s SaaS and cloud application security and software supply chain platform to engineering and security buyers.
- Run efficient sales processes with limited technical and Sales Engineering support.
- Maintain accurate CRM data, activity tracking, and quarterly revenue forecasts.
- Conduct high-volume outbound outreach through calls, email, and social channels.
- Coordinate and draft responses to public RFIs, RFPs, and agency solicitations.
- Partner with regional channel accounts, systems integrators, and distribution partners.
- Conduct technical-commercial discovery and product demonstrations.
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