Territory Account Executive, SaaS Security – Fast-Paced

Sonatype; Fulton (MD); Remote; GBP 68,000 - 83,000; Full time

Benefits offered by this job

Parental leave

Diversity and inclusion programs

Flexible working practices

Job summary

Sonatype is expanding its EMEA Sales team and seeking a high‑performing Territory Account Executive to close fast‑moving, high‑volume opportunities under $75,000. You will own the full sales cycle, prospect aggressively, and collaborate with regional channel partners to drive enterprise cloud opportunities.

This role emphasizes value‑based selling, technical curiosity, and meticulous forecast discipline in a fast‑paced, AI‑assisted GTM environment.

Qualifications

• Proven track record as a high‑performing BDR/SDR or Inside Sales transitioning to closing.
• Demonstrated ability to prospect, multi‑thread, and run disciplined outbound outreach into target organizations.
• Technical curiosity with a drive to learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
• Highly structured task management skills for handling many concurrent deals and short sales cycles.
• Strong understanding of deal qualification, pipeline hygiene, and value‑based closing techniques.
• Ability to leverage AI productivity tools for research, outreach and workflow automation with good judgment.

Responsibilities

• Outbound pipeline generation: Independently prospect, cultivate, and engage EMEA accounts to build a predictable pipeline.
• High‑velocity deal execution: Manage a high volume of concurrent sales cycles from qualification to close.
• Solution value selling: Qualify and present Sonatype’s SaaS/Cloud platform to engineering and security buyers.
• Self‑sufficient deal management: Run efficient sales processes with minimal SE support by leveraging product knowledge.
• Forecast & pipeline hygiene: Maintain accuracy in CRM data and quarterly revenue forecasting.

Skills

Proven track record

High-velocity outbound

Technical curiosity

Organization & drive

Commercial awareness

AI readiness

Job description

Sonatype is expanding its EMEA Sales team and seeking a high‑performing Territory Account Executive to close fast‑moving, high‑volume opportunities under $75,000. You will own the full sales cycle, prospect aggressively, and collaborate with regional channel partners to drive enterprise cloud opportunities.

This role emphasizes value‑based selling, technical curiosity, and meticulous forecast discipline in a fast‑paced, AI‑assisted GTM environment.