Enterprise Account Executive, DACH
Job description
A Senior Enterprise Account Executive role at Sonatype, owning a curated portfolio of the largest enterprise accounts across DACH, Benelux, and the Nordics. The role is a pure net-new logo hunting position focused on 20-25 high-value enterprise targets.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote
- Languages
- German – fluent, English – fluent
What you'll do
- Target organizations that have previously said "no" or chosen a competitor, challenging their status quo and showing why Sonatype's proactive protection is the only viable path forward
- Manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of Europe's largest enterprises
- Identify gaps in competitor delivery within key accounts and position Sonatype's platform to displace incumbents
- Act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support): set the strategy, build the relationships, and be accountable for the results
- Work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while owning the commercial strategy entirely
- Develop account-specific strategies and build multi-threaded relationships
- Deliver large-scale new business revenue
What we're looking for
- Proven track record of closing 7-figure software deals in the Enterprise Software, DevSecOps, or AppSec space
- Proven background in selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security technology
- Understand the nuance of selling to CISO and Engineering leadership
- Native/Fluent German is mandatory
- Ability to communicate complex value propositions to C-level stakeholders in German and English
- Experience displacing competitors or winning back "lost" customers
- Ability to book a meeting without marketing air cover
- Ability to map complex organisations and manage 6-12 month sales cycles while delivering short-term wins in the first 90 days
Nice to have
- Dutch or Nordic languages are a strong plus
Benefits
Company Wellness Week – company operations shut down for a week to allow everyone to rest, recharge, and invest in personal growth
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)
- Flexible working practices
Apply
About Sonatype
The software supply chain security company
Sonatype provides an end-to-end software supply chain security solution, combining proactive protection against malicious open source, enterprise-grade SBOM management, and the leading open-source dependency management platform. Sonatype are founders of Nexus Repository and stewards of Maven Central.
Mission
To empower enterprises to create and maintain secure, high-quality, and innovative software at scale
Key facts
- Software supply chain security
- Founders of Nexus Repository
- Stewards of Maven Central, the world's largest repository of Java open-source software
- More than 2,000 organisations rely on Sonatype
- 70% of the Fortune 100 rely on Sonatype
- 15 million software developers rely on Sonatype
- 2024 BuiltIn Best Places to Work
- European Enterprise Awards 2023: Best Enterprise SaaS Provider
- Constellation AST Shortlist 2024 for Application Security Testing
- Data Breakthrough Awards 2024: Open Source Data Solution of the Year
- Fast Company Best Workplaces for Innovators 2024
What they value
- Customers at Our Core
- Be Bold & Lead
- Inclusive Collaboration
- Relentless Innovation
- Trust & Accountability