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, 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, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and 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.
As an Enterprise Account Executive for the Federal Public Sector team, your primary mandate is pure net-new logo acquisition and market expansion. Based in Virginia, you will operate as an elite "hunter," breaking into untouched US Federal agencies, commands, and programs.
This role requires an individual with a relentless business development mindset who can navigate the complexities of federal procurement, leverage compliance mandates (like Executive Order 14028), and independently build a thriving pipeline from the ground up.
Role Outcomes:
Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share.
New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts.
Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting.
Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.
Responsibilities:
Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling.
Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype.
High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype’s mission-critical value to uninitiated government stakeholders.
Partner Alignment for Access: Utilize the Federal channel ecosystem (distributors like Carahsoft, local VARs, and GSIs) specifically to gain access to net-new accounts and contract vehicles.
Rigorous Sales Qualification: Drive a tight, disciplined sales cycle from initial cold hook to contract close, ensuring accurate and predictable forecasting in Salesforce.
Who you are:
Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements.
Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management.
Federal Procurement Expertise: Deep mastery of federal buying cycles, budget seasons, and unlocking net-new funding via SEWP, GSA, and other major contract vehicles.
Domain Fluency: Strong background selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools into the Federal space.
Skills Required
- 5+ years quota-carrying enterprise software sales experience in the US Federal sector
- Proven net-new logo hunting and heavy outbound prospecting track record
- Deep mastery of federal procurement, budget cycles, and contract vehicles (SEWP, GSA, etc.)
- Domain experience selling AppSec, DevSecOps, cybersecurity, or open-source dependency management into Federal accounts
- Ability to build and maintain a 4x self-sourced qualified pipeline via cold outreach and account mapping
- Proficiency using Salesforce for disciplined forecasting and sales cycle management
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!
Gallery
