Account Executive (Inside Sales), Federal

Sonatype • Washington, DC

4d • Onsite

About The Position

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

The Inside Sales Representative (ISR) — Public Sector exists to accelerate net-new logo acquisition, run high-velocity transactional sales cycles, and secure land-and-expand revenue footprints within highly specialized government ecosystems. This role serves as the premier entry point into a full quota-bearing Account Executive career path at Sonatype, specifically designed for high-performance Business Development Representatives (BDRs) ready to transition into full sales lifecycle ownership. This position demands an exceptionally high operational cadence, managing an expansive volume of high-velocity deals ranging typically from $5,000 to $25,000 ARR. Depending on territory assignment, the ISR will specialize in one of two critical growth vectors: Federal Track: Based in the Washington, DC Metro Area, focusing on civilian agencies, defense nodes, and federal systemic frameworks. SLED Track: Based in the Central Territory, focusing on state and local agencies, municipalities, and higher education systems. The role requires a relentless pipeline builder who thrives on high-activity volumes, proactively prospecting raw leads, responding rapidly to active inbound signals, navigating public procurement mechanisms (RFIs, RFPs, formal bid work), and collaborating deeply with channel distribution networks and fulfillment partners to close business smoothly.

Requirements

• Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role, showing a clear readiness to own a full quota and close business directly.
• Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality.
• Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them.
• Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers.
• Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams.

Responsibilities

• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED).
• 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.

Benefits

• parental leave
• flexible working practices

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed