Enterprise Account Executive, Public Sector

Role Outcomes:
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.

Responsibilities:
Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling. Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype. High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype’s mission-critical value to uninitiated government stakeholders. 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. 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:
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.