Atlanta, GA - Hybrid•US - Central - Remote•US - Eastern - Remote
Hybrid
Mid Level
Full Time
5 days ago
Account ExecutiveVelocitySalesTechnical SalesSaaSCloudApplication SecurityAIOutbound SalesHigh-Velocity Sales
Requirements
- •Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role
- •Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations
- •Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models
- •Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months)
- •Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques
- •Ability to leverage AI productivity tools (e.g., generative AI for account research, personalized outreach, and workflow automation) with strong judgment and validation habits
What You'll Do
- •Independently prospect, cultivate, and engage North American accounts to build a predictable pipeline without relying on heavy inbound or channel support
- •Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close
- •Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers
- •Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution
- •Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting
- •Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework
- •Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies
- •Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
- •Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
- •Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard
- •Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms
Nice to Have
- •Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions
- •Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling
- •Familiarity with modern sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools
Benefits
- •Parental leave
- •Diversity and inclusion working groups
- •Flexible working practices
- •Company Wellness Week - company operations shut down for a week for personal growth and rest
About sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
Fulton, MD, US
500 - 1000
Developer Tools