Public Sector Inside Sales: Fast-Track to Account Executive

Sonatype; Washington (District of Columbia); On-site; USD 60,000 - 100,000; Full time

Benefits offered by this job

Parental leave

Diversity & Inclusion groups

Flexible working practices

Job summary

Sonatype is seeking an Inside Sales Representative for the Public Sector in the Washington DC area. This role is the entry point to a quota-bearing career path, handling a high volume of deals typically ranging from $5,000 to $25,000 ARR, and advancing to an Account Executive path.

You will prospect aggressively, respond rapidly to inbound signals, navigate RFIs and RFPs, and collaborate with channel partners to close transactions.

Qualifications

• Transition Ready Agility: Proven success within a high-performing BDR or Inside Sales role ready to own a full quota.
• High-Velocity Stamina: Excellent organizational skills; manage 30+ active deal cycles concurrently.
• Public Sector Structural Aptitude: Foundational understanding of public procurement concepts or quick aptitude to learn.
• Value-Focused Communication: Ability to articulate AST and SBOM regulations to technical users and buyers.
• Collaborative Execution Mindset: Work cross-functionally with pre-sales, legal, channel partners, and regional field marketing teams.

Responsibilities

• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your territory (Federal DC Metro or Central SLED).
• High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover needs in target agencies.
• Bid & Proposal Execution: Lead internal orchestration and timely drafting of responses to public RFIs, RFPs, and solicitations.
• Channel Alliance Alignment: Partner with regional channel accounts, systems integrators, and distribution partners to track registrations and close deals.
• Value-Based Discovery Demonstrations: Conduct technical-commercial discoveries, positioning Sonatype’s software supply chain protection as a compliance standard.
• Forecast Guardrail Maintenance: Maintain territory forecasting hygiene through milestone updates in GTM platforms.

Skills

BDR experience

Inside Sales

Public sector know-how

High-velocity selling

Collaborative selling

Job description

Sonatype is seeking an Inside Sales Representative for the Public Sector in the Washington DC area. This role is the entry point to a quota-bearing career path, handling a high volume of deals typically ranging from $5,000 to $25,000 ARR, and advancing to an Account Executive path.

You will prospect aggressively, respond rapidly to inbound signals, navigate RFIs and RFPs, and collaborate with channel partners to close transactions.