Job Description

Employment Type: Full-Time

Position Overview

Sonatype is the software supply chain security company, providing a comprehensive solution for end-to-end software supply chain security. We offer proactive protection against malicious open source, enterprise-grade SBOM management, and the leading open-source dependency management platform. This empowers enterprises to build secure, high-quality, and innovative software at scale. As pioneers in software, with expertise in Nexus Repository and Maven Central, we are committed to building faster, safer software and leveraging AI for risk mitigation and efficiency. Over 2,000 organizations, including 70% of the Fortune 100 and 15 million developers, trust Sonatype to optimize their software supply chains.

About the Team

Sonatype's global sales team consists of over 100 professionals, many of whom are remote, supporting their respective regions. Our team is dedicated to exceeding expectations and providing excellent service to our expanding client base. We are seeking high-performance "hunters" with a proven track record in competitive environments, consistently surpassing targets, and possessing deep familiarity with the DevSecOps, cybersecurity, or enterprise SaaS ecosystems. Sonatype is experiencing rapid growth, and we are looking for individuals skilled in building pipeline from scratch, closing complex deals, and driving significant impact. This is an opportunity to join a values-driven company alongside ambitious, mission-driven top performers.

The Opportunity

• Effectively communicate Sonatype’s value proposition to drive sales growth and expand existing customer relationships.
• Generate leads for Fortune 1000 accounts through target account selling, outbound cold calling, and following up on marketing-generated and inbound leads.
• Manage sales pipeline, including tracking activities for sales opportunities within Salesforce.
• Collaborate with Account Development Representatives (ADRs) and presales engineers to build pipeline and close business.
• Partner with field marketing to execute events designed to attract new prospects, advance existing opportunities, and generate incremental revenue.

Requirements

• 5+ Years of enterprise software sales experience, with a focus on acquiring new logos.
• Successful experience in the Agile, DevOps, Open Source, or Enterprise Software space.
• Proven experience in developing regional account plans.
• Demonstrated success in building new relationships that lead to new customer acquisition.
• Familiarity selling to the DACH market; fluent German language skills are required.

Preferred Qualifications

• BS or BA Degree in a technical or business subject area.
• Experience in a startup software organization.
• Understanding of the DevOps and/or Application Security industry and market.

Company Recognition & Culture

• 2024 BuiltIn Best Places to Work
• European Enterprise Awards 2023: Winner for Best Enterprise SaaS Provider
• Constellation AST Shortlist: Recognized on the Constellation ShortList™ for Application Security Testing for 2024
• Data Breakthrough Awards: Winner for "Open Source Data Solution of the Year" (2024)
• 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 pause operations for a week to allow employees to focus on personal growth and rest.
• Diversity & Inclusion: Commitment to fostering a diverse and inclusive workplace.