Enterprise Account Executive, Public Sector

Sonatype

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

Posted 7/7/2026full-timeRemote • Washington • 🇺🇸 United StatesMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share.
New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.
Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.
Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

Requirements

What you’ll need

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.
Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management.
Federal Procurement Expertise: Deep mastery of federal buying cycles, budget seasons, and unlocking net-new funding via SEWP, GSA, and other major contract vehicles.
Domain Fluency: Strong background selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools into the Federal space.

Benefits

Comp & perks

2025 AI Compliance Solution of the Year - AI Breakthrough Awards
2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
2023 Fast Company Best Places for Innovators
2023 Gartner's Magic Quadrant
2023 Software Report's Top 100 Software Companies
2023 BuiltIn Best Places to Work
2022 Frost & Sullivan Technology Innovation Leader Award
2022 PeerSpot Silver Peer Award in Software Composition Analysis
2022 Tech Ascension Best DevOps Security Solution Award
2022 NVCT Cyber Company of the Year
Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
Paid Volunteer Time Off (VTO)
At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

ATS Keywords

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Applicant Tracking System Keywords

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

Hard Skills & Tools

Quota-Carrying Sales ExperienceProspecting SkillsSales Cycle MasteryContract Vehicle KnowledgeSales Achievement Documentation

Soft Skills

Relentless ExecutionStrategic Prospecting