At a Glance
- Tasks: Drive new business by acquiring enterprise clients and building strategic relationships.
- Company: Join Sonatype, a leader in software supply chain security and innovation.
- Benefits: Enjoy competitive pay, wellness weeks, and paid volunteer time off.
- Other info: Dynamic work culture with opportunities for personal growth and inclusivity.
- Why this job: Be at the forefront of AI-driven software development and security.
- Qualifications: Proven track record in enterprise sales and competitive market success.
The predicted salary is between 63000 - 77000 £ per year.
Sonatype is the software supply chain security company, accelerating the future of agentic software development. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down.
We are seeking an exceptional Enterprise Account Executive to accelerate Sonatype's growth across one of the most commercially significant and competitive enterprise technology markets. This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business.
Your success will be defined by the new customers you acquire, the competitive opportunities you create and the revenue you generate. You will be expected to operate confidently against an annual quota, bringing the commercial discipline, enterprise sales experience and competitive intensity required to deliver sustained performance.
Our role in detail:
- Territory Development & Strategic New-Logo Acquisition: Develop and execute a comprehensive enterprise territory strategy across prospect accounts. Take full accountability for new-logo acquisition, building and converting a sustainable pipeline of high-value enterprise opportunities.
- Competitive Displacement & Enterprise Deal Execution: Competitive displacement will be a significant component of this role. We are looking for someone who understands the enterprise cybersecurity, DevSecOps and developer tooling landscape and is confident challenging established technology providers.
- Industry Knowledge & Technical Credibility: This role requires a strong understanding of the market in which Sonatype operates. You should be comfortable discussing how modern enterprise organisations develop, secure and deploy software, and how AI is changing the speed and complexity of those processes.
- Channel & Cross-Functional Enterprise Selling: Enterprise sales success requires the ability to bring the right expertise together around the customer.
Role Outcomes: Success in this role means establishing a high-performing, predictable new-logo acquisition engine across the assigned territory. You will be expected to deliver against an annual new-business quota, consistently originate and close new enterprise customer opportunities, and build a sustainable, self-generated enterprise pipeline.
What Success Looks Like:
- First 30 Days: Understand, Assess & Prioritise
- First 60 Days: Build the Acquisition Strategy
- First 90 Days: Demonstrate Commercial Momentum
- First 12 Months: Deliver High Performance
Who You Are: You are an accomplished enterprise technology sales professional with a demonstrable track record of acquiring new customers, exceeding ambitious revenue targets and winning in highly competitive markets. You are a hunter by nature, motivated by opening doors, creating opportunities and winning business that would otherwise remain with a competitor.
Essential Experience & Capabilities:
- Proven Enterprise New-Business Performance
- Consistent High Performance
- Competitive Enterprise Selling
- Enterprise Territory Development
- Technical & Industry Understanding
- Sales Methodology & Commercial Discipline
Preferred Experience: We would particularly welcome candidates with experience from software supply chain security, application security, enterprise cybersecurity, and selling across the technology and enterprise ecosystem.
Things that we are proud of include various awards and recognitions for our innovative solutions and workplace culture.
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 we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Strategic Account Executive, EMEA (100% hunting role) employer: Sonatype
At Sonatype, we pride ourselves on being a leading employer in the software supply chain security sector, offering a dynamic and inclusive work culture that fosters innovation and collaboration. Our remote positions provide flexibility while empowering employees to take ownership of their roles, with ample opportunities for professional growth and development. With a commitment to diversity and a range of benefits including parental leave and paid volunteer time off, we ensure our team members can thrive both personally and professionally in the Nordics and Baltics region.
StudySmarter Expert Advice🤫
We think this is how you could land Strategic Account Executive, EMEA (100% hunting role)
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Strategic Account Executive, EMEA (100% hunting role) at Sonatype, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Sonatype. Tailor your message to explain why you’re drawn to them and how you can contribute as a Strategic Account Executive, EMEA (100% hunting role). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Strategic Account Executive, EMEA (100% hunting role)
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Sonatype:When writing your cover letter, make sure to tailor your message specifically for Sonatype. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Sonatype
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Sonatype that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Sonatype that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Sonatype’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
