US West Enterprise New-Logo Account Executive

Sonatype; Oregon; Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Wellness Week

Paid Volunteer Time Off

Parental leave

Diversity & inclusion groups

Job summary

Sonatype is seeking an exceptional Enterprise Account Executive for the US to accelerate growth in one of the most significant enterprise technology markets in North America. This hunter role requires building strategic relationships, displacing competitors, and closing high-value new-logo opportunities across the US West territory.

You will own a defined portfolio, develop enterprise relationships, and operate with a disciplined approach to pipeline, forecasting, and revenue generation.

Qualifications

• Proven enterprise new-business quotas with strong new-logo acquisition.
• Experience winning complex enterprise opportunities.
• Ability to quantify pipeline creation and revenue performance.
• Excellent forecasting, deal leadership and negotiation skills.

Responsibilities

• Develop and execute a comprehensive enterprise territory strategy across an assigned portfolio of US accounts.
• Take full accountability for new-logo acquisition, building and converting a sustainable pipeline of high-value enterprise opportunities.
• Identify and prioritise strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape and commercial potential.
• Build sophisticated account plans identifying organisational structures, executive stakeholders, buying committees, incumbent technology providers and entry points.
• Generate significant self-sourced pipeline through proactive outbound prospecting, executive engagement, targeted account-based campaigns and strategic networking.
• Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering and Application Security leadership.
• Collaborate with Marketing, Sales Engineering, Channel and executive leadership to develop coordinated account acquisition strategies.
• Identify opportunities to position Sonatype's broader software supply chain platform through compelling customer-specific business cases.
• Maintain strong commercial discipline around pipeline coverage, opportunity qualification, deal progression and forecasting.

Skills

Enterprise sales

New logo

MEDDPICC

Executive engagement

Job description

Sonatype is seeking an exceptional Enterprise Account Executive for the US to accelerate growth in one of the most significant enterprise technology markets in North America. This hunter role requires building strategic relationships, displacing competitors, and closing high-value new-logo opportunities across the US West territory.

You will own a defined portfolio, develop enterprise relationships, and operate with a disciplined approach to pipeline, forecasting, and revenue generation.