Federal Account Executive – Civilian Agencies

Sonatype•US - Eastern - Remote, WA

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 Federal Account Executive – Civilian Agencies exists to build, secure, and accelerate Sonatype’s revenue generation and market footprint within the United States Federal Civilian sector. This role is a strategic, high-impact individual contributor position tasked with introducing next-generation software supply chain security, AI governance, and automated Software Bill of Materials (SBOM) orchestration to mission-critical civilian infrastructures. Operating at the Senior Specialist level, you own the long-term design of your territory, turning deep public sector mission alignment into a predictable engine for net-new Annual Contract Value (ACV). In this role, you will hold absolute accountability for the end-to-end sales lifecycle, structural pipeline velocity, and complex multi-stakeholder relationship management within your assigned Civilian accounts. Navigating the unique bureaucratic and regulatory fabrics of agencies such as DHS, HHS, DOT, and Treasury, you will position Sonatype as a foundational standard for DevSecOps modernization. You will collaborate deeply across internal support layers—including Sales Engineering, Federal Channels, Legal, and Customer Success—while simultaneously orchestrating indirect co-sell paths with key Federal Systems Integrators (FSIs) and authorized contract vehicles to insulate deals from procedural gridlock.

Requirements

Quarterly and annual Net New ACV allocation quotas are met or outpaced with high landing predictability and data hygiene within Salesforce.com.
Deep executive and practitioner relationships are established across civilian agency bureaus, producing a stable, qualified pipeline three times your target quota density.
Partner-influenced and partner-led pipelines expand through regular account-mapping and enablement loops with key federal resellers and prime contractors.

Nice To Haves

Establish a highly predictable, linear revenue engine through the aggressive acquisition of net-new Federal Civilian accounts and targeted multi-bureau expansions within existing footprints.
Complex federal transactions maneuver smoothly through agency-specific budgetary, legal, and procurement checkpoints by keeping deals mapped to preferred contract vehicles (e.g., SEWP, GSA, CHESS, SMARTBUY) and partner-held contract nodes early in the sales cycle.
Civilian technology leaders and information security officers view Sonatype as an unassailable mission enabler rather than an isolated scanning tool, resulting in larger initial transaction values and high programmatic account stickiness.
Secure definitive technical selections in complex competitive bake-offs by effectively aligning Sonatype's automated policy enforcement patterns with federal cyber mandates (e.g., Executive Orders on Cybersecurity, secure software directives).
Internal validation stages run efficiently through disciplined coordination with Sales Engineering and inside teams, ensuring proof-of-concept (PoC) frameworks are cleanly scoped against defined, measurable agency parameters.

Responsibilities

Architect, iterate, and execute a comprehensive strategic territory plan designed to penetrate, hunt, and expand Sonatype’s presence across assigned Federal Civilian Agencies.
Drive complex, multi-stakeholder federal software procurement cycles from initial technical discovery and mission mapping through to vehicle selection, contract award, and post-sale deployment velocity.
Run deep, problem-centric discovery sessions with public sector software development, AppSec, and IT operations teams to surface hidden software supply chain vulnerabilities and policy gaps.
Co-sell actively through the Federal channel infrastructure, aligning field activities with Federal Systems Integrators (FSIs), specialized contractors, and distributors to maximize deal reach.
Maintain impeccable CRM data quality, demonstrating command of your business through precise opportunity staging, look-ahead pipeline analysis, and objective deal risk mitigation.
Lead the virtual internal team (Sales Engineering, inside sales, federal marketing, customer success) to optimize deal velocity and deliver flawless proof-of-concept executions.