Enterprise Account Executive, Public Sector

Role Outcomes::

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Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share.

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New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.

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Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.

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Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

Responsibilities::

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Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling.

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Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype.

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High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype’s mission-critical value to uninitiated government stakeholders.

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Partner Alignment for Access: Utilize the Federal channel ecosystem (distributors like Carahsoft, local VARs, and GSIs) specifically to gain access to net-new accounts and contract vehicles.

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Rigorous Sales Qualification: Drive a tight, disciplined sales cycle from initial cold hook to contract close, ensuring accurate and predictable forecasting in Salesforce.

Who you are::

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Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements.