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For Companies At a Glance
- Tasks: Drive sales for innovative software solutions and expand customer relationships.
- Company: Join a pioneering software supply chain security company with a collaborative culture.
- Benefits: Enjoy competitive pay, wellness weeks, and flexible working options.
- Why this job: Be part of a team that’s shaping the future of secure software development.
- Qualifications: Sales experience in enterprise software and a passion for innovation.
- Other info: Dynamic environment with strong growth potential and a focus on diversity.
The predicted salary is between 36000 - 60000 £ per year.
Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining proactive protection against malicious open source, enterprise-grade SBOM management, and leading open-source dependency management. We empower enterprises to create and maintain secure, high-quality software at scale. As founders of Nexus Repository and stewards of Maven Central — the world’s largest repository of Java open-source software — we are pioneers. We harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.
What You'll Do
- Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite.
- Articulate Sonatype's value proposition effectively to increase sales and primarily expand the existing customer footprint within the designated region.
- Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $5,000 to $50,000.
- Generate leads through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
- Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
- Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
- Maintain rigorous control over accurate forecasting on a Q+3 basis.
- Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
- Engage and leverage partners to maximise revenue generation and account penetration.
- Actively collaborate with Pre-Sales Engineer to build pipeline and successfully close business.
- Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution.
What You Bring To The Team
- A minimum of one (1) year of quota-carrying sales experience in enterprise software sales within the assigned territory is required.
- Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains.
- Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads.
- Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth.
- Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment.
- Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential.
- Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets.
- Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market.
Our Values in Action
- Customers at Our Core: We obsess over creating customer value — not just satisfaction.
- Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry.
- Inclusive Collaboration: We work better together, bringing authenticity and respect to every interaction.
- Relentless Innovation: We stay curious, experiment often, and learn continuously.
- Trust & Accountability: Trust is our foundation. We communicate transparently and deliver on commitments.
If you’re someone who thrives on bold thinking, relentless innovation, and delivering value to customers then 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.
Inside Sales Representative employer: Sonatype
Contact Detail:
Sonatype Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Inside Sales Representative
✨Tip Number 1
Get to know Sonatype's products inside out! When you’re chatting with potential employers, being able to articulate how Nexus Repository or Nexus Firewall can solve real-world problems will set you apart. Show them you’re not just another candidate; you’re someone who understands their mission.
✨Tip Number 2
Network like a pro! Reach out to current employees on LinkedIn or attend industry events where Sonatype is present. Building connections can give you insider info and might even lead to a referral, which is always a bonus!
✨Tip Number 3
Prepare for the interview by practising common sales scenarios. Think about how you would handle objections or upsell products. Use the MEDDPICC and Challenger methodologies in your responses to show you’re ready to hit the ground running.
✨Tip Number 4
Don’t forget to follow up after your interviews! A quick thank-you email reiterating your enthusiasm for the role can leave a lasting impression. Plus, it shows you’re proactive and genuinely interested in joining the team at Sonatype.
We think you need these skills to ace Inside Sales Representative
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Inside Sales Representative role. Highlight your relevant experience in enterprise software sales and how it aligns with Sonatype's mission. We want to see how you can contribute to our team!
Showcase Your Achievements: Don’t just list your responsibilities; share your successes! Include specific examples of how you've exceeded sales targets or developed successful strategies. This helps us understand your impact and potential.
Be Authentic: Let your personality shine through in your application. We value authenticity and want to get a sense of who you are beyond your professional skills. Share your passion for software sales and how you embody our values.
Apply Through Our Website: For the best chance of getting noticed, apply directly through our website. It’s the quickest way for us to receive your application and ensures you’re considered for the role. We can’t wait to hear from you!
How to prepare for a job interview at Sonatype
✨Know Your Stuff
Before the interview, make sure you understand Sonatype's products and how they fit into the software supply chain security landscape. Familiarise yourself with Nexus Repository, Nexus Firewall, and other offerings. This will help you articulate their value proposition effectively during the interview.
✨Show Off Your Sales Skills
Prepare to discuss your previous sales experiences, especially in enterprise software. Be ready to share specific examples of how you've successfully closed deals or expanded customer accounts. Highlight your familiarity with methodologies like MEDDPICC and Challenger sales to demonstrate your strategic approach.
✨Be a Team Player
Sonatype values collaboration, so be prepared to talk about how you've worked with others in past roles. Share examples of how you've partnered with pre-sales engineers or other teams to drive sales success. Emphasising your ability to work in a dynamic environment will resonate well.
✨Ask Insightful Questions
At the end of the interview, have a few thoughtful questions ready. Inquire about the team culture, sales targets, or how Sonatype measures success. This shows your genuine interest in the role and helps you assess if the company is the right fit for you.
