We are seeking an experienced Enterprise Account Executive, Federal Civilian to accelerate Sonatype's growth across the US Federal Civilian market.
This is a strategic, full-cycle enterprise hunting role with the opportunity to develop relationships across some of the United States' largest civilian agencies.
As federal organisations modernise their technology environments, accelerate software development and strengthen their cybersecurity posture, the need for trusted software supply chain security continues to grow.
You will be responsible for developing a defined portfolio of federal civilian agencies, identifying strategic new-business opportunities, building relationships with technical and executive stakeholders, and navigating complex government procurement processes.
The territory is being designed to provide meaningful opportunity for new-logo acquisition and sustainable growth.
Potential agency coverage includes the likes of HHS, DOE, DOI, USPS, HUD, DOS. The final account allocation is still being determined. These agencies represent potential areas of focus rather than confirmed territory assignments.
The opportunity is particularly suited to an experienced federal enterprise seller who enjoys building agency relationships, developing long-term account strategies and creating demand through a combination of direct engagement, partner collaboration and disciplined enterprise sales execution.
What is important:
Develop and execute a comprehensive Federal Civilian territory strategy across an assigned portfolio of agencies.
Identify new-logo opportunities within major federal departments, their components and associated programmes.
Map agency organisational structures, technology leadership, cybersecurity priorities, procurement stakeholders and funding pathways.
Develop targeted account plans aligned to agency mission priorities, technology modernisation initiatives and software supply chain security requirements.
Establish relationships with CIO, CISO, software engineering, DevSecOps, application security and acquisition stakeholders.
Identify relevant procurement vehicles, budget cycles and contracting pathways in collaboration with federal channel partners.
Coordinate targeted agency engagement with Sales Engineering, Marketing, Channel and executive leadership.
Build sustainable, self-generated pipeline through strategic outbound activity, partner introductions and account-based engagement.
Identify opportunities for competitive displacement and broader adoption of Sonatype's software supply chain security capabilities.
Maintain strong opportunity qualification, forecast accuracy and clear commercial execution plans.
Developing meaningful relationships across assigned civilian agencies.
Building a prioritised agency account plan supported by stakeholder mapping and procurement intelligence.
Generating qualified new-business pipeline independently and through federal channel partners.
Advancing complex opportunities through technical evaluation, acquisition planning and procurement.
Acquiring new federal civilian customers and delivering against agreed commercial targets.
Establishing a repeatable approach to federal enterprise territory development.
Territory Development & Strategic Account Planning
What Success Looks Like
The successful candidate will establish a credible and sustainable federal civilian sales territory, with strong agency relationships and a predictable pipeline of qualified enterprise opportunities.
Success will include:
Who You Are
You are an experienced enterprise sales professional with a proven ability to create and close complex technology opportunities within the Federal Civilian market.
You understand that successful federal selling requires more than product knowledge. It demands patience, commercial judgement, procurement fluency, agency relationships and the ability to coordinate multiple stakeholders over extended buying cycles.
You bring experience in developing strategic agency account plans, navigating federal acquisition processes and building productive relationships with federal-focused channel partners.
Most importantly, you are a genuine enterprise hunter who enjoys creating opportunities and developing new accounts rather than relying on an established pipeline.
What we are proud of:
- Visionary in the 2025 Gartner® Magic Quadrant™ for Application Security Testing
- 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
- 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
- 2023 Fast Company Best Places for Innovators
- 2023 Gartner's Magic Quadrant
- 2023 Software Report's Top 100 Software Companies
- 2023 BuiltIn Best Places to Work
- 2022 Frost & Sullivan Technology Innovation Leader Award
- 2022 PeerSpot Silver Peer Award in Software Composition Analysis
- 2022 Tech Ascension Best DevOps Security Solution Award
- 2022 NVCT Cyber Company of the Year
- Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
- Paid Volunteer Time Off (VTO)
Skills Required
- Proven success in a high-performing BDR or Inside Sales role and readiness to own full sales lifecycle
- Ability to manage 30+ active high-velocity deal cycles concurrently
- Foundational understanding of public procurement (FAR, agency schedules) or rapid aptitude to learn them
- Ability to articulate Application Security Testing (AST) and SBOM compliance to technical and purchasing stakeholders
- Experience prospecting outbound, generating pipeline, and executing territory-based prospecting
- Experience drafting and managing responses to RFIs, RFPs, and agency solicitations
- Strong cross-functional collaboration with pre-sales, legal, channel partners, and field marketing
- Maintain sales tech stack data hygiene (Salesforce, Clari) with accurate deal staging and forecasting
- Based in assigned territory (Washington DC Metro for Federal track or Central Territory for SLED track)
- Experience working with channel distributors or government-focused partners (e.g., Carahsoft)
What We Do
The Sonatype journey started almost 15 years ago, just as the concept of “open source” software development was gaining steam. From our humble beginning as core contributors to Apache Maven, to supporting the world’s largest repository of open source components (Central), to distributing the world's most popular repository manager (Nexus), we’ve played a meaningful role in helping the world embrace the power of open innovation. We empower developers and security professionals with intelligent tools to innovate more securely at scale. Our platform addresses every element of an organization’s entire software development life cycle, including third-party open source code, first-party source code, and containerized code. Sonatype identifies critical security vulnerabilities and code quality issues and reports results directly to developers when they can most effectively fix them. This helps organizations develop consistently high-quality, secure software which fully meets their business needs and those of their end-customers and partners. More than 2,000 organizations, including 70% of the Fortune 100, and 15 million software developers rely on our tools and guidance to help them deliver and maintain exceptional and secure software.
Why Work With Us
We're on a mission to change how the world innovates by making software development easier. Already used by 15 million developers, we have lofty goals for our technology to be in the hands of every engineering team. And, we need you to do that. Join us!
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