The Federal Account Executive – Civilian Agencies exists to build, secure, and accelerate Sonatype’s revenue generation and market footprint within the United States Federal Civilian sector. This role is a strategic, high-impact individual contributor position tasked with introducing next-generation software supply chain security, AI governance, and automated Software Bill of Materials (SBOM) orchestration to mission-critical civilian infrastructures. Operating at the Senior Specialist level, you own the long-term design of your territory, turning deep public sector mission alignment into a predictable engine for net-new Annual Contract Value (ACV).
In this role, you will hold absolute accountability for the end-to-end sales lifecycle, structural pipeline velocity, and complex multi-stakeholder relationship management within your assigned Civilian accounts. Navigating the unique bureaucratic and regulatory fabrics of agencies such as DHS, HHS, DOT, and Treasury, you will position Sonatype as a foundational standard for DevSecOps modernization. You will collaborate deeply across internal support layers—including Sales Engineering, Federal Channels, Legal, and Customer Success—while simultaneously orchestrating indirect co-sell paths with key Federal Systems Integrators (FSIs) and authorized contract vehicles to insulate deals from procedural gridlock.
Success in this role looks like:
Territory Expansion & Hunting Dominance: Establish a highly predictable, linear revenue engine through the aggressive acquisition of net-new Federal Civilian accounts and targeted multi-bureau expansions within existing footprints.
Federal Procurement Engineering: Complex federal transactions maneuver smoothly through agency-specific budgetary, legal, and procurement checkpoints by keeping deals mapped to preferred contract vehicles (e.g., SEWP, GSA, CHESS, SMARTBUY) and partner-held contract nodes early in the sales cycle.
Strategic Value Realization: Civilian technology leaders and information security officers view Sonatype as an unassailable mission enabler rather than an isolated scanning tool, resulting in larger initial transaction values and high programmatic account stickiness.
Competitive Defense & Technical Wins: Secure definitive technical selections in complex competitive bake-offs by effectively aligning Sonatype's automated policy enforcement patterns with federal cyber mandates (e.g., Executive Orders on Cybersecurity, secure software directives).
Frictionless Cross-Functional Sync: Internal validation stages run efficiently through disciplined coordination with Sales Engineering and inside teams, ensuring proof-of-concept (PoC) frameworks are cleanly scoped against defined, measurable agency parameters.
You will be successful when:
Quarterly and annual Net New ACV allocation quotas are met or outpaced with high landing predictability and data hygiene within Salesforce.com.
Deep executive and practitioner relationships are established across civilian agency bureaus, producing a stable, qualified pipeline three times your target quota density.
Partner-influenced and partner-led pipelines expand through regular account-mapping and enablement loops with key federal resellers and prime contractors.
Role responsibilities:
Territory Ownership & Strategy: Architect, iterate, and execute a comprehensive strategic territory plan designed to penetrate, hunt, and expand Sonatype’s presence across assigned Federal Civilian Agencies.
Full-Lifecycle Enterprise Selling: Drive complex, multi-stakeholder federal software procurement cycles from initial technical discovery and mission mapping through to vehicle selection, contract award, and post-sale deployment velocity.
Consultative Discovery & Position: Run deep, problem-centric discovery sessions with public sector software development, AppSec, and IT operations teams to surface hidden software supply chain vulnerabilities and policy gaps.
Ecosystem Alliance Mobilization: Co-sell actively through the Federal channel infrastructure, aligning field activities with Federal Systems Integrators (FSIs), specialized contractors, and distributors to maximize deal reach.
Operational Forecast Rigor: Maintain impeccable CRM data quality, demonstrating command of your business through precise opportunity staging, look-ahead pipeline analysis, and objective deal risk mitigation.
Cross-Functional Team Collaboration: Lead the virtual internal team (Sales Engineering, inside sales, federal marketing, customer success) to optimize deal velocity and deliver flawless proof-of-concept executions.
Skills Required
- Proven experience selling enterprise software to U.S. Federal Civilian agencies
- Knowledge of federal procurement vehicles (e.g., SEWP, GSA, CHESS, SMARTBUY)
- Deep understanding of software supply chain security, SBOMs, DevSecOps, and AppSec
- Track record of meeting/exceeding quota and generating net-new ACV
- Experience managing complex, multi-stakeholder federal procurement cycles and PoCs
- Ability to develop partner-led and partner-influenced pipelines with FSIs and resellers
- Strong CRM discipline, preferably Salesforce.com for pipeline and forecast management
- Excellent cross-functional collaboration with sales engineering, legal, and customer success
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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