Enterprise Account Executive, Public Sector

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, 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 and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful 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.

As an Enterprise Account Executive for the Federal Public Sector team, your primary mandate is pure net-new logo acquisition and market expansion. Based in Virginia, you will operate as an elite “hunter,” breaking into untouched US Federal agencies, commands, and programs.

This role requires an individual with a relentless business development mindset who can navigate the complexities of federal procurement, leverage compliance mandates (like Executive Order 14028), and independently build a thriving pipeline from the ground up.

Role Outcomes:

• Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype’s market share.

• New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.

• Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.

• Market Penetration: Successfully position Sonatype’s DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

Responsibilities:

• Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling.

• Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype.

• High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype’s mission-critical value to uninitiated government stakeholders.

• Partner Alignment for Access: Utilize the Federal channel ecosystem (distributors like Carahsoft, local VARs, and GSIs) specifically to gain access to net-new accounts and contract vehicles.

• Rigorous Sales Qualification: Drive a tight, disciplined sales cycle from initial cold hook to contract close, ensuring accurate and predictable forecasting in Salesforce.

Who you are:

• Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements.

• Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management.

• Federal Procurement Expertise: