Enterprise Account Executive
Sonatype
Enterprise Account Executive
Sonatype
OSS governance and security platform
We are seeking an experienced Enterprise Account Executive, Federal Civilian to accelerate Sonatype's growth across the US Federal Civilian market.
This is a strategic, full-cycle enterprise hunting role with the opportunity to develop relationships across some of the United States' largest civilian agencies.
As federal organisations modernise their technology environments, accelerate software development and strengthen their cybersecurity posture, the need for trusted software supply chain security continues to grow.
You will be responsible for developing a defined portfolio of federal civilian agencies, identifying strategic new-business opportunities, building relationships with technical and executive stakeholders, and navigating complex government procurement processes.
The territory is being designed to provide meaningful opportunity for new-logo acquisition and sustainable growth.
Potential agency coverage includes the likes of HHS, DOE, DOI, USPS, HUD, DOS. The final account allocation is still being determined. These agencies represent potential areas of focus rather than confirmed territory assignments.
The opportunity is particularly suited to an experienced federal enterprise seller who enjoys building agency relationships, developing long-term account strategies and creating demand through a combination of direct engagement, partner collaboration and disciplined enterprise sales execution.
Territory Development & Strategic Account Planning
Develop and execute a comprehensive Federal Civilian territory strategy across an assigned portfolio of agencies.
Identify new-logo opportunities within major federal departments, their components and associated programmes.
Map agency organisational structures, technology leadership, cybersecurity priorities, procurement stakeholders and funding pathways.
Develop targeted account plans aligned to agency mission priorities, technology modernisation initiatives and software supply chain security requirements.
Establish relationships with CIO, CISO, software engineering, DevSecOps, application security and acquisition stakeholders.
Identify relevant procurement vehicles, budget cycles and contracting pathways in collaboration with federal channel partners.
Coordinate targeted agency engagement with Sales Engineering, Marketing, Channel and executive leadership.
Build sustainable, self-generated pipeline through strategic outbound activity, partner introductions and account-based engagement.
Identify opportunities for competitive displacement and broader adoption of Sonatype's software supply chain security capabilities.
Maintain strong opportunity qualification, forecast accuracy and clear commercial execution plans.
What Success Looks Like
The successful candidate will establish a credible and sustainable federal civilian sales territory, with strong agency relationships and a predictable pipeline of qualified enterprise opportunities.
Success will include:
Developing meaningful relationships across assigned civilian agencies.
Building a prioritised agency account plan supported by stakeholder mapping and procurement intelligence.
Generating qualified new-business pipeline independently and through federal channel partners.
Advancing complex opportunities through technical evaluation, acquisition planning and procurement.
Acquiring new federal civilian customers and delivering against agreed commercial targets.
Establishing a repeatable approach to federal enterprise territory development.
Who You Are
You are an experienced enterprise sales professional with a proven ability to create and close complex technology opportunities within the Federal Civilian market.
You understand that successful federal selling requires more than product knowledge. It demands patience, commercial judgement, procurement fluency, agency relationships and the ability to coordinate multiple stakeholders over extended buying cycles.
You bring experience in developing strategic agency account plans, navigating federal acquisition processes and building productive relationships with federal-focused channel partners.
Most importantly, you are a genuine enterprise hunter who enjoys creating opportunities and developing new accounts rather than relying on an established pipeline.
Sonatype focuses on helping organizations manage and secure their use of open-source software. Its Nexus Platform automates DevOps workflows and governs open-source usage, covering the software supply chain from building and storing artifacts to checking for security defects across the SDLC. Its OSS Edition offers free artifact management, while paid offerings like Nexus Repository Manager Professional and Nexus Lifecycle add high-availability, security defect detection, and risk elimination features. The company differentiates itself by specializing in open-source governance and software security across the entire development lifecycle, serving IT leaders, developers, and industries such as healthcare. Its goal is to enable safe, efficient, and compliant use of open-source software to improve software quality and security.
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