Account Executive (Inside Sales), Federal

Sonatype is the software supply chain security company, providing end-to-end solutions to empower enterprises in creating secure software. They are looking for an Inside Sales Representative focused on the Federal sector to accelerate new customer acquisition and manage high-velocity sales cycles within government ecosystems.

Responsibilities:

• Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED)
• 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

Requirements:

• Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role, showing a clear readiness to own a full quota and close business directly
• Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality
• Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them
• Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
• Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams
• Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED)
• 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