Job Description
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.
About the Team:
Sonatype’s global sales team consists of over 100 dynamic, results-driven professionals who are passionate about driving growth and delivering value to our clients. Spread across diverse regions and territories, our team members work remotely to stay closely aligned with the unique needs of their markets.
Our sales organization is deeply committed to exceeding targets and consistently providing exceptional service to our rapidly expanding client base. With a collaborative and goal-oriented mindset, our team thrives on innovation, customer engagement, and a shared focus on advancing Sonatype’s industry-leading solutions.
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.
What You Bring to the Table:
- 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.
It Would Be Phenomenal If You Also Had:
- 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)
#LI-HPC1
#LI-REMOTE
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.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Interested in this role?
You'll be taken directly to Sonatype's careers page.