Washington, D.C. - Remote•US - Eastern - Remote
Remote
Senior
Full Time
7 days ago
Federal Account ExecutiveCivilian AgenciesSalesSeniorRemote
Requirements
- •Experience in federal sales, particularly within United States Federal Civilian agencies
- •Ability to manage complex multi-stakeholder sales cycles
- •Knowledge of federal procurement processes and contract vehicles such as SEWP, GSA, CHESS, SMARTBUY
- •Strong relationship-building skills with federal executives and practitioners
- •Experience with CRM tools like Salesforce.com
- •Ability to collaborate cross-functionally with sales engineering, marketing, legal, and customer success teams
- •Understanding of software supply chain security and DevSecOps modernization
- •Ability to navigate federal cyber mandates and executive orders
What You'll Do
- •Build, secure, and accelerate revenue generation and market footprint within the United States Federal Civilian sector
- •Own the end-to-end sales lifecycle, pipeline velocity, and multi-stakeholder relationship management within assigned Civilian accounts
- •Navigate bureaucratic and regulatory fabrics of federal agencies such as DHS, HHS, DOT, and Treasury
- •Position Sonatype as a foundational standard for DevSecOps modernization
- •Collaborate with Sales Engineering, Federal Channels, Legal, Customer Success, and Federal Systems Integrators
- •Establish a predictable revenue engine through acquisition of net-new Federal Civilian accounts and multi-bureau expansions
- •Maneuver complex federal transactions through budgetary, legal, and procurement checkpoints
- •Ensure deals are mapped to preferred contract vehicles and partner-held contract nodes
- •Secure technical selections in competitive bake-offs aligning with federal cyber mandates
- •Coordinate internal validation stages with Sales Engineering and inside teams
- •Architect and execute strategic territory plans
- •Drive complex federal software procurement cycles from discovery to contract award and post-sale deployment
- •Run consultative discovery sessions with public sector software development, AppSec, and IT operations teams
- •Co-sell through Federal channel infrastructure with FSIs and contractors
- •Maintain CRM data quality and perform pipeline analysis
- •Lead virtual internal teams to optimize deal velocity and proof-of-concept executions
Nice to Have
- •Experience working with Federal Systems Integrators (FSIs) and authorized contract vehicles
- •Familiarity with AI governance and automated Software Bill of Materials (SBOM) orchestration
- •Experience in consultative discovery and problem-centric sales approaches
Benefits
- •Company Wellness Week with company operations shutdown for personal growth and rest
- •Paid Volunteer Time Off (VTO)
- •Parental leave
- •Diversity and inclusion working groups
- •Flexible working practices
- •Equal opportunity employer with accommodations for disabilities
About sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
Fulton, MD, US
500 - 1000
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