Account Executive, Velocity, DACH - Sonatype

Sonatype is the software supply chain security company, providing the world’s best end-to-end software supply chain security solution. As founders of Nexus Repository and stewards of Maven Central, we empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence.

To support our surging demand, Sonatype is expanding its EMEA Sales team. We are seeking a high-performing, self-motivated Territory Account Executive to join our Velocity closing engine. Moving from a technical BDR or inside sales background into a full-cycle closing position, you will drive fast-paced, high-volume transactions focused on core enterprise cloud opportunities under $75,000.

Responsibilities

• Outbound Pipeline Generation: Independently prospect, cultivate, and engage EMEA accounts to build a predictable pipeline without relying on heavy inbound or channel support.
• High-Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close.
• Solution Value Selling: Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers.
• Self-Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution.
• Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting.

Role Details

• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework.
• High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.
• Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
• Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
• Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard.
• Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.

What We Are Looking For

Essential

• Proven Track Record: Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role.
• High-Velocity Outbound Execution: Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations.
• Technical Curiosity & Self-Learning: Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models.
• Organization & Drive: Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months).
• Commercial Awareness: Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques.
• AI Readiness: Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits.

Preferred

• Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions.
• Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling.
• Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools.
• German fluency or another language.