Enterprise Account Executive, Midwest / Great Lakes at sonatype

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, high-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 — 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. The Opportunity • 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 6–12+ 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. What you'll bring: • 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. It Would Be Exceptional If You Also Had: • 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. At Sonatype, we believe that how we work is just as important as what we build. Our values aren’t just words, they shape every conversation, decision, and hire we make. Customers at Our Core: We obsess over creating customer value, not just satisfaction. Whether you're building solutions, driving engagement, or refining process, you’ll use data, feedback, and empathy to help our customers achieve lasting success. Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry. You’ll be empowered to act like an owner, speak up with conviction, and lead through innovation shaping the future of secure software development. Inclusive Collaboration: We work better together. We bring authenticity and respect to every interaction, value diverse perspectives, and create psychological safety so every voice can be heard. Collaboration here means building trust, sharing credit, and celebrating collective wins. Relentless Innovation: We stay curious, experiment often, and learn continuously. From exploring emerging technologies to rethinking old systems, we encourage curiosity and celebrate both success and the lessons that come from failure. Trust & Accountability: Trust is our foundation. We communicate transparently, deliver on commitments, and take ownership for outcomes. Integrity guides how we show up for our customers, our colleagues, and our community. If you’re someone who thrives on bold thinking, relentless innovation, and delivering value to customers, you’ll fit right in. Things That We Are Proud Of 2024 BuiltIn Best Places to Work European Enterprise Awards 2023: Best Enterprise SaaS Provider Constellation AST Shortlist 2024 for Application Security Testing Data Breakthrough Awards 2024: Open Source Data Solution of the Year Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Forrester Wave Leader in Software Composition Analysis 2023 Gartner Magic Quadrant Recognition We also take time to care for our people: Company Wellness Week – 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) At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.