Sonatype

Enterprise Account Executive, Midwest/Great Lakes

Sonatype

full-time

Posted on:

Location Type: Remote

Location: Illinois • Missouri • United States

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About the role

  • Carry and consistently achieve a $1.5M annual quota, focused on large, complex enterprise transactions, including 7-figure ACV deals.
  • Hunt and penetrate highly strategic, enterprise-level accounts across New York State, many of which have previously selected a competitor or declined to engage.
  • Develop sophisticated, account-specific strategies for greenfield and win-back scenarios.
  • Lead multi-threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders.
  • Own and orchestrate complex 6–12+ month enterprise sales cycles from cold outreach to contract execution.
  • Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share.
  • Operate as the CEO of your territory, in strategy development, accountable for results, supported by a world-class SE and cross-functional team.

Requirements

  • Elite Enterprise Closer
  • Proven history of exceeding $1.5M+ quotas in enterprise software.
  • Demonstrated track record closing 7-figure enterprise software transactions within complex, regulated environments.
  • Presidents Club / top 10% performer pedigree strongly preferred.
  • Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions is required.
  • Deep understanding of how to sell into CISOs, Security Architects, DevOps leaders, and Engineering executives.
  • Ability to navigate technical evaluations, security reviews, and procurement scrutiny
  • General SaaS experience without security domain depth will not meet the bar for this role.
  • Competitive Displacement Experience
  • Proven success winning competitive bake-offs and displacing entrenched vendors.
  • Experience re-engaging and winning back former customers.
  • Comfortable leading with insight and executive challenge, not reliant on inbound marketing air cover.
  • Strategic Discipline: Experience mapping and penetrating large, matrixed enterprise organizations.
  • Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days.
  • Structured deal execution using MEDDIC or similar enterprise methodology.
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 & Tools
enterprise salesApplication SecurityDevSecOpsSoftware Supply Chain Securitycompetitive displacementMEDDIC methodologysales cycle managementaccount-specific strategiespipeline generationcontract execution
Soft Skills
strategic disciplineleadershipcommunicationnegotiationinsight-driven sellingrelationship buildingproblem-solvingadaptabilityexecutive engagementcross-functional collaboration
Certifications
Presidents Club