Enterprise New-Logo Hunter — US West

Sonatype; Town of Western (NY); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Sonatype is seeking an exceptional Enterprise Account Executive for the US West to accelerate new-logo acquisition and build strategic enterprise relationships with leading organizations. You will own end-to-end sales cycles, from prospecting to close, across security, development and governance leaders.

You will operate in a highly competitive market, leveraging deep knowledge of software supply chain, DevSecOps and enterprise software to win complex deals.

Qualifications

• Proven success carrying and achieving substantial enterprise new-logo quotas.
• Experience in challenging established technology providers and closing complex deals.

Responsibilities

• Develop and execute a comprehensive enterprise territory strategy across assigned US accounts.
• Take full accountability for new-logo acquisition and build a sustainable pipeline of high-value opportunities.
• Identify priority prospects based on enterprise size, security maturity and commercial potential.
• Create sophisticated account plans with stakeholders and buying committees.
• Generate self-sourced pipeline through outbound prospecting and executive engagement.
• Engage CIOs, CTOs, CISOs, VP Engineering and security leadership.
• Lead enterprise sales cycles with multiple stakeholders and proofs of value.
• Use MEDDPICC to qualify opportunities and align on decisions.
• Negotiate and close opportunities while maintaining relationships.
• Build champions across customer organizations and quantify business value.

Skills

Enterprise selling

New-logo acquisition

MedDPICC

Executive engagement

Strategic account planning

Competitive displacement

Job description

Sonatype is seeking an exceptional Enterprise Account Executive for the US West to accelerate new-logo acquisition and build strategic enterprise relationships with leading organizations. You will own end-to-end sales cycles, from prospecting to close, across security, development and governance leaders.

You will operate in a highly competitive market, leveraging deep knowledge of software supply chain, DevSecOps and enterprise software to win complex deals.