S
Strategic Account Executive, EMEA (100% hunting role)
Contract type
Ongoing
Work mode
Remote
Experience
3 years
Job description
A pure new-logo acquisition enterprise sales role at Sonatype, focused on winning complex, high-value enterprise customers and displacing incumbent software supply chain, repository management and application security vendors. The role owns a defined portfolio of enterprise prospects and is accountable for an annual new-business quota.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote
What you'll do
- Develop and execute a comprehensive enterprise territory strategy across prospect 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 potential 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
- Engage enterprise prospects before formal buying processes begin
- Collaborate with Marketing, Sales Engineering, Channel and executive leadership to develop coordinated account acquisition strategies
- 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
- Identify enterprise accounts using competing or incumbent software supply chain, repository management and application security technologies
- Develop account-specific competitive displacement strategies
- Lead sophisticated enterprise sales cycles involving multiple stakeholders, technical evaluations, proofs of value, procurement and executive decision-making
- Develop strong economic buyer relationships and build compelling financial, operational and security business cases
- Apply structured enterprise sales methodologies such as MEDDPICC
- Navigate complex negotiations and commercial discussions
- Build internal and external champions capable of influencing enterprise purchasing decisions
- Qualify out opportunities where genuine customer value or a viable purchasing path cannot be established
- Position Sonatype's platform capabilities across Nexus Repository, Firewall, Lifecycle and related solutions
- Translate technical capabilities into measurable business outcomes
- Build productive relationships with regional channel partners, systems integrators and enterprise solution providers
- Identify partner-sourced and partner-influenced opportunities that support new-logo acquisition
- Collaborate with Sales Engineering to develop effective technical validation strategies and proofs of value
- Partner with Marketing on account-based campaigns, executive engagement and targeted enterprise outreach
- Share competitive intelligence, customer insights and market feedback
What we're looking for
- Accomplished enterprise technology sales professional with a demonstrable track record of acquiring new customers, exceeding ambitious revenue targets and winning in highly competitive markets
- Hunter by nature, motivated by opening doors, creating opportunities and winning business that would otherwise remain with a competitor
- Demonstrated success carrying and achieving an annual new-business quota
- Strong understanding of the enterprise cybersecurity, DevSecOps and developer tooling landscape
- Confidence challenging established technology providers
- Understanding of open source software, software composition analysis, DevSecOps and application security
- Comfort discussing how modern enterprise organisations develop, secure and deploy software, and how AI is changing those processes
- Ability to engage confidently with technical and executive buyers around software supply chain risk, developer productivity, governance and security
- Commercial discipline, enterprise sales experience and competitive intensity required to deliver sustained performance
Nice to have
- Consistently high-performing enterprise sellers who have achieved President's Club, Pinnacle Club or equivalent recognition
- Repeated success in complex, competitive technology markets
Apply
About Sonatype
The software supply chain security company
Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. Sonatype operates both Maven Central, one of the world's largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100.
Key facts
- software supply chain security
- Operates Maven Central, one of the world's largest public open source registries
- Nexus Repository is used by thousands of organizations and over 70% of the Fortune 100
- Over 1 trillion downloads annually across our ecosystem
- Nexus One platform spans repository management, application security and malware prevention