Senior Enterprise Account Executive, UK&I 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 a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across UK &I. This is not a volume-driven role; this is a strategic sniper position focused on high-value enterprise targets.    This role is a pure net-new logo hunting role.   These accounts represent some of Europe’s largest and most software-dependent organisations across automotive, industrial automation, pharmaceuticals, financial services, energy, and high-tech manufacturing.   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.  What You'll Do: • 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 Sonatype’s 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 Europe’s largest enterprises. • Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s 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. What You Bring: • 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 leadership—general 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. 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.