["Full-Time"]
Remote
SaaS
jobicy
About this role
Sonatype is the software supply chain security company. Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled.
Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. We are uniquely positioned to lead this next era.
Sonatype operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated.
That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence. We are seeking an exceptional Enterprise Account Executive — US to accelerate Sonatype's growth across one of the most commercially significant and competitive enterprise technology markets in North America.
This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business.
As artificial intelligence transforms how software is developed, organisations are facing unprecedented challenges around open source security, software supply chain integrity, developer productivity and governance.
Sonatype operates at the intersection of these challenges, helping some of the world's largest organisations build and deploy software securely through industry-leading software supply chain intelligence and an integrated platform spanning repository management, application security and malware preventi
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
Ramp Period
Not mentioned — clarify timeline
Accelerators
Yes
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Buyer Persona
C-Suite
Selling to executive decision-makers
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Sonatype, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.
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