Sonatype provides intelligence & automated governance to help you build faster & safer with open source and AI. From the creators of Nexus Repository. Backed by Accel and NEA.
About the role
Pipeline Generation Self-Sufficiency: Rather than relying solely on inbound marketing or external generation, you proactively discover, cultivate, and advance your own outbound pipeline through continuous territory prospecting. Velocity & Transactional Mastery: You maintain a balanced, high-volume deal portfolio, managing short sales cycles cleanly from initial engagement to close-won status while keeping your average transaction velocity high.
What they're looking for
- Transition Ready Agility: 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
- High-Velocity Stamina: Exceptional organizational skills and psychological resilience, comfortable managing 30+ active deal cycles concurrently without losing execution quality
- Public Sector Structural Aptitude: Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them
- Value-Focused Communication: Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
- Collaborative Execution Mindset: Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams
More about this role
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 Account Executive, Federal 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...
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