# Account Executive, Federal at Sonatype

- Company: Sonatype
- What the company does: 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.
- Company website: http://www.sonatype.com
- Type: Startups
- Level: Mid level
- Location: Washington, D.C. - Remote
- Work setup: Hybrid
- Posted: 2026-06-19
- Apply by: 2026-10-12
- Apply: https://jobs.lever.co/sonatype/099a2300-3d4d-4dab-9f5c-eaba27c64be5
- Page: https://www.1752.vc/careers/jobs/sonatype-account-executive-federal/

## 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

Tags: Sales - Federal