Sonatype

Senior Account Executive, IBERIA Territory

Sonatype

full-time

Posted on:

Location Type: Hybrid

Location: London • United Kingdom

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Job Level

Senior

Tech Stack

Open SourceSFDC

About the role

  • Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
  • Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
  • Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
  • Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
  • Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
  • Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
  • Maintain rigorous control over accurate forecasting on a Q+3 basis.
  • Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
  • Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments.
  • Engage and leverage partners to maximise revenue generation and account penetration.
  • Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.
  • Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.

Requirements

  • A minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory is required.
  • Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains.
  • Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads.
  • Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth.
  • Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment.
  • Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential.
  • Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets.
  • Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market.
Benefits
  • Company Wellness Week – We shut down company operations for a week to allow
  • everyone to rest, recharge, and invest in personal growth.
  • Diversity & Inclusion Working Groups
  • Parental Leave Policy
  • Paid Volunteer Time Off (VTO)

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales experiencequota-carrying salessoftware salesaccount sellinglead generationterritory planningsales forecastingMEDDPICC methodologyChallenger sales methodologyCRM systems
Soft skills
collaborationinterpersonal skillspersuasive presencepresentation skillsmotivationambitionteamworkadaptabilityleadershiprelationship building