Enterprise Account Executive — US West (New Logo)

Sonatype; San Francisco (CA); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Parental leave

Diversity & inclusion

Flexible working

Wellness Week

Job summary

Sonatype, a leader in software supply chain security, seeks an exceptional Enterprise Account Executive for the US West territory. This hunter role focuses on new-logo acquisition, strategic enterprise relationships, and competitive displacement in a fast-moving market.

You will own a defined portfolio of enterprise prospects across the United States, engaging CIOs, CISOs and senior engineers to build compelling business cases and close high-value deals.

Qualifications

• Proven enterprise sales track record with large, strategic deals.
• Experience building and converting high-value pipeline in competitive markets.
• Ability to map organizations, identify buying committees and executive sponsors.
• Familiarity with MEDDPICC or equivalent qualification framework.
• Strong ability to engage CIO/CTO/CISO and other senior buyers.

Responsibilities

• Develop and execute a comprehensive enterprise territory strategy across assigned US West accounts.
• Own new-logo acquisition and build a sustainable, high-velocity pipeline.
• Identify priority prospects based on company size, security maturity and commercial potential.
• Create account plans with stakeholders, incumbents and entry points.
• Generate self-sourced pipeline via outbound outreach, executive engagement and targeted campaigns.
• Build relationships with CIOs, CTOs, CISOs and VP level leaders.
• Collaborate with Marketing, Sales Engineering and Channel partners on go-to-market plans.
• Lead complex enterprise sales cycles with multi-stakeholder evaluations and procurement.

Skills

Enterprise sales

New-logo acquisition

Strategic account planning

MEDDPICC

Executive stakeholder engagement

Forecasting & pipeline management

Job description

Sonatype, a leader in software supply chain security, seeks an exceptional Enterprise Account Executive for the US West territory. This hunter role focuses on new-logo acquisition, strategic enterprise relationships, and competitive displacement in a fast-moving market.

You will own a defined portfolio of enterprise prospects across the United States, engaging CIOs, CISOs and senior engineers to build compelling business cases and close high-value deals.