Account Executive (Inside Sales), Federal

United States·WashingtonFull-Timemid

SalesAccount Executive

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Overview

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution,

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SalesAccount Executive

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.

The Inside Sales Representative (ISR) — Public Sector exists to accelerate net-new logo acquisition, run high-velocity transactional sales cycles, and secure land-and-expand revenue footprints within highly specialized government ecosystems.

This role serves as the premier entry point into a full quota-bearing Account Executive career path at Sonatype, specifically designed for high-performance Business Development Representatives (BDRs) ready to transition into full sales lifecycle ownership. This position demands an exceptionally high operational cadence, managing an expansive volume of high-velocity deals ranging typically from $5,000 to $25,000 ARR.

Depending on territory assignment, the ISR will specialize in one of two critical growth vectors:

Your quarterly net-new logo and ARR quotas are met or exceeded with high predictability, avoiding end-of-quarter target clustering.
Sales tech stack data hygiene (Salesforce, Clari) is maintained flawlessly, reflecting accurate deal staging, realistic close dates, and clear buyer validation metrics.
Your prospecting activity metrics manifest as real, qualified pipeline velocity rather than unverified outward motions.

Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED).

High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.

Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.

Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.

Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard.

Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.

Visionary in the 2025 Gartner® Magic Quadrant™ for Application Security Testing

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)

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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.