Enterprise Account Executive, Midwest / Great Lakes

Sonatype•Central, LA

About The Position

Sonatype is the software supply chain security company. We provide the worldâs 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, high-quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central â the worldâs largest repository of Java open-source software â our expertise is unmatched, and our commitment to helping organisations build faster, safer software is unwavering. More than 2,000 organisations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimise their software supply chains. We are hiring an Enterprise Account Executive to own Chicago (IL) through to Ohio, Indiana, and Michigan. This is a strong mix of net-new logo with install base clients, the role has significant greenfield opportunity and targeted competitive displacement.

Requirements

Elite Enterprise Closer
Proven history of exceeding $1.5M+ quotas in enterprise software.
Demonstrated track record closing 7-figure enterprise software transactions within complex, regulated environments.
Presidents Club / top 10% performer pedigree strongly preferred.
Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions is required.
Deep understanding of how to sell into CISOs, Security Architects, DevOps leaders, and Engineering executives.
Ability to navigate technical evaluations, security reviews, and procurement scrutiny
General SaaS experience without security domain depth will not meet the bar for this role.
Competitive Displacement Experience
Proven success winning competitive bake-offs and displacing entrenched vendors.
Experience re-engaging and winning back former customers.
Comfortable leading with insight and executive challenge, not reliant on inbound marketing air cover.
Strategic Discipline:
Experience mapping and penetrating large, matrixed enterprise organizations.
Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days.
Structured deal execution using MEDDIC or similar enterprise methodology.

Nice To Haves

History of leading multi-product platform deals versus point solutions.
Experience in high-growth cybersecurity or DevSecOps vendors scaling toward IPO or post-IPO growth.
Executive presence capable of influencing board-level security conversations.

Responsibilities

Carry and consistently achieve a $1.5M annual quota, focused on large, complex enterprise transactions, including 7-figure ACV deals.
Hunt and penetrate highly strategic, enterprise-level accounts across New York State, many of which have previously selected a competitor or declined to engage.
Develop sophisticated, account-specific strategies for greenfield and win-back scenarios.
Lead multi-threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders.
Own and orchestrate complex 6â12+ month enterprise sales cycles from cold outreach to contract execution.
Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share.
Operate as the CEO of your territory, in strategy development, accountable for results, supported by a world-class SE and cross-functional team.