Account Executive (Inside Sales), SLED

Transition Ready Agility: Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role, showing a clear readiness to own a full quota and close business directly.

High-Velocity Stamina: Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality.

Public Sector Structural Aptitude: Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them.

Value-Focused Communication: Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers.

Collaborative Execution Mindset: Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams.

Success in this role looks like:

• Pipeline Generation Self-Sufficiency: Rather than relying solely on inbound marketing or external generation, you proactively discover, cultivate, and advance your own outbound pipeline through continuous territory prospecting.

• Velocity & Transactional Mastery: You maintain a balanced, high-volume deal portfolio, managing short sales cycles cleanly from initial engagement to close-won status while keeping your average transaction velocity high.

• Procurement Execution Excellence: Public sector buying parameters—including RFIs, RFPs, and formal agency bid responses—are navigated accurately and delivered ahead of deadlines, maximizing our inclusion on critical contract vehicles.

• Ecosystem Partner Harmonization: Channel partners, regional distributors (e.g., Carahsoft), and local fulfillment networks are activated seamlessly to accelerate transactions, clear procurement hurdles, and expand Sonatype's market footprint.

You will be successful when:

• Your quarterly net-new logo and ARR quotas are met or exceeded with high predictability, avoiding end-of-quarter target clustering.

• Sales tech stack data hygiene (Salesforce, Clari) is maintained flawlessly, reflecting accurate deal staging, realistic close dates, and clear buyer validation metrics.

• Your prospecting activity metrics manifest as real, qualified pipeline velocity rather than unverified outward motions.

Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED).

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.