Account Executive, Velocity
The shift to AI-driven software development has fundamentally accelerated code generation. Developers are deploying features up to five times faster, but in doing so, they are ingesting vast networks of third-party open-source components that expose enterprises to machine-speed attacks.
To support this surge in demand, Sonatype is expanding its EMEA Sales team. We are seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. Moving from a technical BDR or inside sales background into a full-cycle closing position, you will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000.
If you are a self-starter eager to master outbound engagement, continuously invest in your own technical growth, and operate in a high-velocity environment backed by a profitable, category-defining market leader, this is your opportunity to step up and build the next phase of your sales career.
Responsibilities:
Outbound Pipeline Generation: Independently prospect, cultivate, and engage EMEA accounts to build a predictable pipeline without relying on heavy inbound or channel support.
High-Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close.
Solution Value Selling: Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers.
Self-Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution.
Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting.
Role:
Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework.
High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.
Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard.
Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.
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Who you are:
Proven Track Record: Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role.
High-Velocity Outbound Execution: Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations.
Technical Curiosity & Self-Learning: Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
Organization & Drive: Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months).
Commercial Awareness: Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques.
AI Readiness: Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits.
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Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions.
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Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling.
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Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools.
- German fluency or another language.
Essential
Preferred
What we are proud of:
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2025 AI Compliance Solution of the Year - AI Breakthrough Awards
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2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
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2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
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2023 Fast Company Best Places for Innovators
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2023 Gartner’s Magic Quadrant
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2023 Software Report’s Top 100 Software Companies
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2023 BuiltIn Best Places to Work
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2022 Frost & Sullivan Technology Innovation Leader Award
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2022 PeerSpot Silver Peer Award in Software Composition Analysis
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2022 Tech Ascension Best DevOps Security Solution Award
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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.
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- FSA
- Pet Insurance
- Mental Health Benefits
Parental Benefits
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Adoption Leave
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
Office Life and Perks
- Casual Dress
- Happy Hours
- Snacks
- Company Outings
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Volunteer Time Off
Financial and Retirement
- 401(K)
- Performance Bonus
- Company Equity
Professional Development
- Promote From Within
- Shadowing Opportunities
- Access to Online Courses
- Lunch and Learns
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Founder led