Senior Enterprise Account Executive, Financial Services, Banking & Insurance (FSBI)

Sonatype•Town of New Baltimore, NY

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 a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across DACH, Benelux, and the Nordics. This is not a volume-driven role; this is a strategic sniper position focused on no more than 20â25 high-value enterprise targets. Territory & Target Account Focus This role is a pure net-new logo hunting role. You will own a curated portfolio of the top enterprise accounts in the region focussed on FSI. Many of these accounts are greenfield. Others are former customers we intend to win back. You are expected to develop account-specific strategies, build multi-threaded relationships, and deliver large-scale new business revenue.

Requirements

Elite Deal Experience: Proven track record of closing 7-figure software deals in the Enterprise Software, DevSecOps, or AppSec space.
Mandatory Industry DNA: You must come from our industry. We require a proven background in selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security technology. You need to understand the nuance of selling to CISO and Engineering leadershipâgeneral SaaS experience is not enough for this role.
Turnaround Tenacity: Experience displacing competitors or winning back "lost" customers. You don't need marketing air cover to book a meeting.
Strategic Patience: The ability to map complex organisations and manage 6-12 month sales cycles while delivering short-term wins ("accelerating at speed") in the first 90 days.
Deep domain expertise within the Financial Services Industry (FSI), including an understanding of regulatory frameworks

Responsibilities

Be Bold & Lead: You will target organizations that have previously said "no" or chosen a competitor. You will challenge their status quo and show them why Sonatypeâs proactive protection is the only viable path forward.
Orchestrate 7-Figure Wins: You will manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of Europeâs largest enterprises.
Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatypeâs platform to displace incumbents.
Own Your Business: You act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support). You set the strategy, you build the relationships, and you are accountable for the results.
Collaborate: You will work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely.

Benefits

Company Wellness Week â We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth.
Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)

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