Strategic Account Executive, EMEA (100% hunting role)

Sonatype is the software supply chain security company. Sonatype is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down.

We are uniquely positioned to lead this next era. Sonatype operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence.

We are seeking an exceptional Enterprise Account Executive to accelerate Sonatype's growth across one of the most commercially significant and competitive enterprise technology markets.

This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business.

As artificial intelligence transforms how software is developed, organisations are facing unprecedented challenges around open source security, software supply chain integrity, developer productivity and governance.

Sonatype operates at the intersection of these challenges, helping some of the world's largest organisations build and deploy software securely through industry-leading software supply chain intelligence and an integrated platform spanning repository management, application security and malware prevention.

The territory presents an opportunity for a commercially ambitious seller to develop strategic enterprise relationships, challenge established technology providers and build a significant new-business pipeline.

You will own a defined portfolio of enterprise prospects, with a clear mandate to identify, develop and close new-logo opportunities.

This is not an account management position, nor is it a role designed around managing an inherited customer portfolio.

Your success will be defined by the new customers you acquire, the competitive opportunities you create and the revenue you generate.

You will be expected to operate confidently against an annual quota, bringing the commercial discipline, enterprise sales experience and competitive intensity required to deliver sustained performance.

We're particularly interested in speaking with consistently high-performing enterprise sellers who have achieved President's Club, Pinnacle Club or equivalent recognition and can demonstrate repeated success in complex, competitive technology markets.

Our role in detail:

Territory Development & Strategic New-Logo Acquisition:

• Develop and execute a comprehensive enterprise territory strategy across prospect accounts.

• Take full accountability for new-logo acquisition, building and converting a sustainable pipeline of high-value enterprise opportunities.

• Identify and prioritise strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape and commercial potential.

• Build sophisticated account plans identifying organisational structures, executive stakeholders, buying committees, incumbent technology providers and potential entry points.

• Generate significant self-sourced pipeline through proactive outbound prospecting, executive engagement, targeted account-based campaigns and strategic networking.

• Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering and Application Security leadership.

• Engage enterprise prospects before formal buying processes begin, helping customers recognise challenges and opportunities they may not yet be actively addressing.

• Collaborate with Marketing, Sales Engineering, Channel and executive leadership to develop coordinated account acquisition strategies.

• Identify opportunities to position Sonatype's broader software supply chain platform through compelling customer-specific business cases.

• Maintain strong commercial discipline around pipeline coverage, opportunity qualification, deal progression and forecasting.

Compensation
Additional Information

Things that we are proud of

• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards

• 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)

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.