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- Tasks: Target high-value enterprise accounts and develop strategic relationships to drive revenue.
- Company: Join Sonatype, a leader in software supply chain security with a commitment to innovation.
- Benefits: Enjoy wellness weeks, parental leave, and flexible working practices.
- Other info: Be part of a diverse team that values collaboration and continuous learning.
- Why this job: Make an impact by challenging the status quo and leading in secure software development.
- Qualifications: Proven track record in closing large software deals and industry-specific experience required.
The predicted salary is between 60000 - 80000 £ 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 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Senior Enterprise Account Executive, UK&I in London employer: Sonatype
Contact Detail:
Sonatype Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Enterprise Account Executive, UK&I in London
✨Tip Number 1
Get to know the company inside out! Research Sonatype's products and values, and think about how your experience aligns with their mission. This will help you tailor your conversations and show that you're genuinely interested.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn or attend industry events where Sonatype is present. Building relationships can give you insider info and might even lead to a referral!
✨Tip Number 3
Prepare for the interview by practising your pitch. Focus on your past successes in closing big deals and how you've tackled challenges in the software security space. Be ready to discuss specific strategies you've used to win over tough clients.
✨Tip Number 4
Don't forget to follow up! After your interview, send a thank-you note expressing your appreciation for the opportunity. This shows professionalism and keeps you top of mind as they make their decision.
We think you need these skills to ace Senior Enterprise Account Executive, UK&I in London
Some tips for your application 🫡
Show Your Passion: When writing your application, let your enthusiasm for the role and our mission shine through. We want to see that you’re genuinely excited about the opportunity to help organisations build secure software.
Tailor Your Experience: Make sure to highlight your relevant experience in Enterprise Software, DevSecOps, or AppSec. We’re looking for specific examples of how you've closed big deals and navigated complex sales cycles, so don’t hold back!
Be Bold and Authentic: Don’t be afraid to challenge the status quo in your application. Show us how you’ve taken smart risks in your previous roles and how you can bring that boldness to Sonatype.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity with Sonatype!
How to prepare for a job interview at Sonatype
✨Know Your Stuff
Before the interview, dive deep into Sonatype's products and services. Understand how their software supply chain security solutions work and be ready to discuss how your experience aligns with their needs. This will show that you're not just interested in the role but are genuinely invested in what they do.
✨Prepare for the C-Suite
Since you'll be navigating complex sales cycles, practice articulating your value proposition clearly and concisely. Be prepared to discuss how you can challenge the status quo and win back lost customers. Tailor your examples to demonstrate your elite deal experience and turnaround tenacity.
✨Showcase Your Strategic Mindset
Think about how you would approach account-specific strategies for high-value targets. Be ready to share your thoughts on mapping complex organisations and managing long sales cycles while still delivering short-term wins. This will highlight your strategic patience and ability to think ahead.
✨Emphasise Collaboration
Sonatype values inclusive collaboration, so be sure to discuss how you've worked effectively with cross-functional teams in the past. Share examples of how you've built trust and celebrated collective wins, as this aligns with their company culture and shows you’re a team player.