Enterprise Account Executive, DACH

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, high-quality, and innovative software  founders of Nexus Repository and stewards of Maven Central — the world’s largest repository of Java open-source software — our expertise is unmatched, and our commitment to helping organisations build faster, safer software is unwavering.

More than 2,000 organisations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimise their software supply chains.

We are hiring a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across DACH, Benelux, and the Nordics. This is not a volume-driven role; this is a strategic sniper position focused on no more than 20–25 high-value enterprise targets. Territory & Target Account Focus

This role is apaure net-new logo hunting role. You will own a curated portfolio of the top enterprise accounts in the region, including:

DACH (approx. 20 accounts)

Benelux + Nordics (approx. 5 accounts)

These accounts represent some of Europe’s largest and most software-dependent organisations across automotive, industrial automation, pharmaceuticals, financial services, energy, and high-tech manufacturing.

Many of these accounts are greenfield. Others areformer customers we intend to win back. You are expected to develop account-specific strategies, build multi-threaded relationships, and deliver large-scale new business revenue.

• Be Bold & Lead: You will target organizations that have previously said "no" or chosen a competitor. You will challenge their status quo and show them why Sonatype’s proactive protection is the only viable path forward.
• Orchestrate 7-Figure Wins: You will manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C‑Suite of Europe’s largest enterprises.
• Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents.
• Own Your Business: You act as the CEO of your territory ("Lone Wolf" autonomy with "Pack" support). You set the strategy, you build the relationships, and you are accountable for the results.
• Collaborate: You will work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely.

• Elite Deal
  
  Experience:
  
  Proven track record of closing 7-figure software deals in the Enterprise Software, Dev Sec Ops , or App Sec space.
• Mandatory Industry DNA: You must come from our industry. We require a proven background in selling Application Security (App Sec), Dev Sec Ops , or Software Supply Chain Security technology. You need to understand the nuance of selling to CISO and Engineering leadership—general SaaS experience is not enough for this role.
• Linguistic Precision:
  
  Native/Fluent German is mandatory. You must be able to communicate complex value propositions to C-level stakeholders in German and English. (Dutch or Nordic languages are a strong plus).
• Turnaround Tenacity: Experience displacing competitors or winning back "lost" customers. You don't need marketing air cover to book a meeting.
• Strategic Patience: The ability to map complex organisations and manage 6-12 month sales cycles while delivering short-term wins ("accelerating at speed") in the first 90 days.

At Sonatype, we believe that how we work is just as important as what we build. Our…