Account Executive

Title: Account Executive (Inside Sales), Federal

Location(s):
Washington, D.C.
United States – Central Region
United States – Eastern Region
Work Arrangement: Remote / Hybrid 
Employment Type: Full-Time

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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.

We are seeking an experienced Enterprise Account Executive, Federal Civilian to accelerate Sonatype's growth across the US Federal Civilian market.

This is a strategic, full-cycle enterprise hunting role with the opportunity to develop relationships across some of the United States' largest civilian agencies.

As federal organisations modernise their technology environments, accelerate software development and strengthen their cybersecurity posture, the need for trusted software supply chain security continues to grow.

You will be responsible for developing a defined portfolio of federal civilian agencies, identifying strategic new-business opportunities, building relationships with technical and executive stakeholders, and navigating complex government procurement processes.

The territory is being designed to provide meaningful opportunity for new-logo acquisition and sustainable growth.

Potential agency coverage includes the likes of HHS, DOE, DOI, USPS, HUD, DOS. The final account allocation is still being determined. These agencies represent potential areas of focus rather than confirmed territory assignments.

The opportunity is particularly suited to an experienced federal enterprise seller who enjoys building agency relationships, developing long-term account strategies and creating demand through a combination of direct engagement, partner collaboration and disciplined enterprise sales execution.

What is important:

Territory Development & Strategic Account Planning

• Develop and execute a comprehensive Federal Civilian territory strategy across an assigned portfolio of agencies.

• Identify new-logo opportunities within major federal departments, their components and associated programmes.

• Map agency organisational structures, technology leadership, cybersecurity priorities, procurement stakeholders and funding pathways.

• Develop targeted account plans aligned to agency mission priorities, technology modernisation initiatives and software supply chain security requirements.

• Establish relationships with CIO, CISO, software engineering, DevSecOps, application security and acquisition stakeholders.

• Identify relevant procurement vehicles, budget cycles and contracting pathways in collaboration with federal channel partners.

• Coordinate targeted agency engagement with Sales Engineering, Marketing, Channel and executive leadership.

• Build sustainable, self-generated pipeline through strategic outbound activity, partner introductions and account-based engagement.

• Identify opportunities for competitive displacement and broader adoption of Sonatype's software supply chain security capabilities.

• Maintain strong opportunity qualification, forecast accuracy and clear commercial execution plans.

What Success Looks Like

The successful candidate will establish a credible and sustainable federal civilian sales territory, with strong agency relationships and a predictable pipeline of qualified enterprise opportunities.

Success will include:

• Developing meaningful relationships across assigned civilian agencies.

• Building a prioritised agency account plan supported by stakeholder mapping and procurement intelligence.

• Generating qualified new-business pipeline independently and through federal channel partners.

• Advancing complex opportunities through technical evaluation, acquisition planning and procurement.

• Acquiring new federal civilian customers and delivering against agreed commercial targets.

• Establishing a repeatable approach to federal enterprise territory development.

Who You Are

You are an experienced enterprise sales professional with a proven ability to create and close complex technology opportunities within the Federal Civilian market.

You understand that successful federal selling requires more than product knowledge. It demands patience, commercial judgement, procurement fluency, agency relationships and the ability to coordinate multiple stakeholders over extended buying cycles.

You bring experience in developing strategic agency account plans, navigating federal acquisition processes and building productive relationships with federal-focused channel partners.

Most importantly, you are a genuine enterprise hunter who enjoys creating opportunities and developing new accounts rather than relying on an established pipeline.

What we are proud of:

• Visionary in the 2025 Gartner Magic Quadrant for Application Security Testing
• 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
• 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
• 2023 Fast Company Best Places for Innovators
• 2023 Gartner's Magic Quadrant
• 2023 Software Report's Top 100 Software Companies
• 2023 BuiltIn Best Places to Work
• 2022 Frost & Sullivan Technology Innovation Leader Award
• 2022 PeerSpot Silver Peer Award in Software Composition Analysis
• 2022 Tech Ascension Best DevOps Security Solution Award
• 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)

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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 and identifying potential inconsistencies or verification signals in application materials based on available information. 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.