Account Executive; Inside Sales), SLED

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.

The Inside Sales Representative (ISR) — Public Sector exists to accelerate net-new logo acquisition, run high‑velocity transactional sales cycles, and secure land‑and‑expand revenue footprints within highly specialized government ecosystems.

This role serves as the premier entry point into a full quota‑bearing Account Executive career path at Sonatype, specifically designed for high‑performance Business Development Representatives (BDRs) ready to transition into full sales lifecycle ownership. This position demands an exceptionally high operational cadence, managing an expansive volume of high‑velocity deals ranging typically from $5,000 to $25,000 ARR.

SLED Track: Based in the Central Territory, focusing on state and local agencies, municipalities, and higher education systems.

The role requires a relentless pipeline builder who thrives on high‑activity volumes, proactively prospecting raw leads, responding rapidly to active inbound signals, navigating public procurement mechanisms (RFIs, RFPs, formal bid work), and collaborating deeply with channel distribution networks and fulfillment partners to close business smoothly.

• 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.

• Success in this role looks like:
  • Pipeline Generation Self‑Sufficiency:
    Rather than relying solely on inbound marketing or external generation, you proactively discover, cultivate, and advance your own outbound pipeline through continuous territory prospecting.
  • Velocity & Transactional Mastery:
    You 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.
  • Procurement Execution Excellence:
    Public sector buying parameters—including RFIs, RFPs, and formal agency bid responses—are navigated accurately and delivered ahead of deadlines, maximizing our inclusion on critical contract vehicles.
  • Ecosystem Partner Harmonization:
    Channel partners, regional distributors (e.g., Carahsoft), and local fulfillment networks are activated seamlessly to accelerate transactions, clear procurement hurdles, and expand Sonatype's market footprint.

• Your quarterly net‑new logo and ARR quotas are met or exceeded with high predictability,…