The Opportunity:
- This is a high-impact hunter role with a minimum of 70% focused on net-new logo acquisition. We are seeking a proven enterprise seller who thrives in highly competitive, complex DevOps and DevSecOps environments.
- Carry and consistently achieve a $1.5M+ annual quota, closing complex enterprise transactions ranging from $50K to $500K+ ACV.
- Relentlessly prospect and generate pipeline through strategic outbound efforts, this role requires true hunter DNA with no reliance on pre-built pipeline.
- Identify, develop, and close new logo opportunities within Fortune 1000 and upper mid-market accounts across Southern California, Nevada, and Utah.
- Execute disciplined account planning and multi-threaded deal strategies within highly technical buying groups (DevOps, Security, Engineering, and C-level stakeholders).
- Navigate complex sales cycles in the DevOps/DevSecOps ecosystem, articulating clear business value aligned to software supply chain security and developer productivity.
- Own the full sales cycle end-to-end, from cold prospecting and qualification through executive engagement, negotiation, and close.
- Partner cross-functionally with Business Development, Sales Leadership, Marketing, and Field Marketing to build pipeline, drive events, and accelerate deal velocity.
- Travel as required to build executive relationships and drive in-person engagement within the territory.
- 5+ years of enterprise software sales experience, with a consistent track record of exceeding quota (ideally $1M+ ARR targets).
- Demonstrated success closing $50K–$500K+ complex enterprise deals with multiple stakeholders and long sales cycles.
- Presidents Club / top-performer pedigree — history of finishing in the top tier of your sales organization.
- Proven ability to build pipeline from scratch through disciplined outbound prospecting and territory development.
- Experience selling into Agile, DevOps, Open Source, Application Security, or Enterprise Software environments.
- Strong regional account planning experience within Southern California, Nevada, and Utah.
- Validated success developing new executive relationships that result in new customer acquisition.
- Comfortable operating in a highly technical sale, partnering with pre-sales and engaging developer and security personas.
- BS or BA degree in a technical or business-related field.
- Experience in a high-growth or startup software organization.
- Deep understanding of the DevOps, DevSecOps, or Application Security landscape.
- Familiarity with MEDDIC (or similar structured sales methodology) in complex enterprise deal execution.
What we are proud of:
- 2024 BuiltIn Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
- European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
- Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024
- Data Breakthrough Awards:Sonatype was announced as a 2024 winner in the "Open Source Data Solution of the Year"
- SD Times: Best in Show Security
- Fast Company Best Workplaces for Innovators 2024
- The Herd Top 100 Private Software Companies 2024
- 2023 Leader in Forrester-Wave for Software Compensation Analysis
- 2023 Gartner's Magic Quadrant
- Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)
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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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