Account Executive, Federal

Summary

Sonatype is a software supply chain security company providing end-to-end solutions for securing software development and managing software bills of materials. The Account Executive, Federal role accelerates net-new logo acquisition through high-velocity transactional sales cycles in federal government ecosystems, managing prospecting, procurement responses, channel partnerships, and territory forecasting.

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

Skills

• **Transition Ready Agility:** 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
• **High-Velocity Stamina:** Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality
• **Public Sector Structural Aptitude:** Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them
• **Value-Focused Communication:** Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
• **Collaborative Execution Mindset:** Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams

Qualifications

Must Haves

• **Transition Ready Agility:** 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
• **High-Velocity Stamina:** Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality
• **Public Sector Structural Aptitude:** Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them
• **Value-Focused Communication:** Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
• **Collaborative Execution Mindset:** Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams

Benefits

• Company Wellness Week — the company shuts down operations for a week to enable employees to pursue personal growth and rest.
• Paid Volunteer Time Off (VTO)
• Parental leave
• Diversity and inclusion working groups
• Flexible working practices