Account Executive (Inside Sales), SLED

Sonatype is the software supply chain security company providing end-to-end software supply chain security solutions. They are seeking an Inside Sales Representative to accelerate net-new logo acquisition and manage high-velocity transactional sales cycles within specialized 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
• Proactively discover, cultivate, and advance your own outbound pipeline through continuous territory prospecting
• Maintain a balanced, high-volume deal portfolio, managing short sales cycles cleanly from initial engagement to close-won status while keeping your average transaction velocity high
• Navigate public sector buying parameters—including RFIs, RFPs, and formal agency bid responses—accurately and deliver ahead of deadlines
• Activate channel partners, regional distributors, and local fulfillment networks seamlessly to accelerate transactions and clear procurement hurdles
• Meet or exceed quarterly net-new logo and ARR quotas with high predictability
• Maintain sales tech stack data hygiene (Salesforce, Clari) flawlessly, reflecting accurate deal staging, realistic close dates, and clear buyer validation metrics
• Manifest prospecting activity metrics as real, qualified pipeline velocity rather than unverified outward motions
• 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