Federal Account Executive: High-Velocity Public Sector

Sonatype; Washington (District of Columbia); On-site; USD 120,000 - 170,000; Full time

Benefits offered by this job

Parental leave

Diversity and inclusion groups

Flexible working practices

Paid Volunteer Time Off

Company Wellness Week

Job summary

Sonatype is a software supply chain security company seeking an Account Executive, Federal in the Washington, DC area. You will accelerate net-new logo acquisition and drive high-velocity transactions ranging from $5,000 to $25,000 ARR within civilian agencies, defense nodes, and federal frameworks.

You will prospect, respond to RFIs/RFPs, and collaborate with pre-sales, legal, and channel partners to close business while maintaining Salesforce/Clari data hygiene and a strong forecast.

Qualifications

• Experience in a BDR or Inside Sales role targeting government accounts.
• Ability to manage a high-volume pipeline with 30+ active deals.
• Foundational understanding of public procurement concepts (FAR, schedules) or ability to learn quickly.
• Ability to articulate AST/SBOM compliance to technical buyers and procurement teams.
• Experience collaborating with pre-sales, legal, channel partners and distributors.

Responsibilities

• Prospect, qualify, and advance opportunities in the Federal DC Metro or Central SLED territory.
• Close high-velocity transactions while maintaining a high velocity across the deal lifecycle.
• Lead responses to RFIs, RFPs, and agency solicitations with internal teams.
• Activate channel partners and distribution networks to accelerate transactions.

Skills

Public sector sales

High-velocity sales

RFIs/RFPs experience

Public procurement knowledge

Channel partnerships

Pipeline prospecting

Cross-functional collaboration

Job description

Sonatype is a software supply chain security company seeking an Account Executive, Federal in the Washington, DC area. You will accelerate net-new logo acquisition and drive high-velocity transactions ranging from $5,000 to $25,000 ARR within civilian agencies, defense nodes, and federal frameworks.

You will prospect, respond to RFIs/RFPs, and collaborate with pre-sales, legal, and channel partners to close business while maintaining Salesforce/Clari data hygiene and a strong forecast.