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:
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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.
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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.
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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.
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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).
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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:
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Quarterly and annual Net New ACV allocation quotas are met or outpaced with high landing predictability and data hygiene within Salesforce.com.
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Deep executive and practitioner relationships are established across civilian agency bureaus, producing a stable, qualified pipeline three times your target quota density.
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Partner-influenced and partner-led pipelines expand through regular account-mapping and enablement loops with key federal resellers and prime contractors.
Role responsibilities:
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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.
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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.
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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.
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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.
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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.
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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.
Things that we are proud of
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2025 AI Compliance Solution of the Year - AI Breakthrough Awards
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2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
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2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
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2023 Fast Company Best Places for Innovators
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2023 Gartner's Magic Quadrant
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2023 Software Report's Top 100 Software Companies
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2023 BuiltIn Best Places to Work
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2022 Frost & Sullivan Technology Innovation Leader Award
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2022 PeerSpot Silver Peer Award in Software Composition Analysis
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2022 Tech Ascension Best DevOps Security Solution Award
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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.