US - Eastern - Remote•US - Central - Remote
Remote
Senior
Full Time
17 days ago
💰$1,500,000
enterprise salessoftware salescybersecurityappsecdevsecopsaccount executivequota carryingcompetitive displacement
Requirements
- •Proven history of exceeding $1.5M+ quotas in enterprise software
- •Demonstrated track record closing 7-figure enterprise software transactions within complex, regulated environments
- •Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions
- •Deep understanding of how to sell into CISOs, Security Architects, DevOps leaders, and Engineering executives
- •Ability to navigate technical evaluations, security reviews, and procurement scrutiny
- •Competitive displacement experience
- •Proven success winning competitive bake-offs and displacing entrenched vendors
- •Experience re-engaging and winning back former customers
- •Experience mapping and penetrating large, matrixed enterprise organizations
- •Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days
- •Structured deal execution using MEDDIC or similar enterprise methodology
What You'll Do
- •Carry and consistently achieve a $1.5M annual quota focused on large, complex enterprise transactions including 7-figure ACV deals
- •Hunt and penetrate highly strategic, enterprise-level accounts across New York State
- •Develop sophisticated, account-specific strategies for greenfield and win-back scenarios
- •Lead multi-threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders
- •Own and orchestrate complex 6–12+ month enterprise sales cycles from cold outreach to contract execution
- •Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share
- •Operate as the CEO of your territory in strategy development, accountable for results, supported by a world-class SE and cross-functional team
Nice to Have
- •Presidents Club / top 10% performer pedigree
- •History of leading multi-product platform deals versus point solutions
- •Experience in high-growth cybersecurity or DevSecOps vendors scaling toward IPO or post-IPO growth
- •Executive presence capable of influencing board-level security conversations
Benefits
- •Company Wellness Week
- •Diversity & Inclusion Working Groups
- •Parental Leave Policy
- •Paid Volunteer Time Off (VTO)
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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