Account Executive; Inside Sales), SLED

The Inside Sales Representative (ISR) — Public Sector at Sonatype focuses on accelerating net-new logo acquisition, running high-velocity transactional sales cycles, and securing land-and-expand revenue footprints within highly specialized government ecosystems. This entry-level role designates a pathway toward a full quota-bearing Account Executive career, demanding an exceptionally high operational cadence managing expansive high-velocity deals typically ranging from $5,000 to $25,000 ARR.

• Build and self‑sustain a high‑velocity pipeline by proactively prospecting raw leads, responding rapidly to inbound signals, and leveraging public procurement mechanisms (RFIs, RFPs, formal bid work).
• Collaborate deeply with channel distribution networks and fulfillment partners to close business smoothly.
• Own full‑cycle, territory‑specific sales within your assigned region (Central SLED or Federal DC Metro).
• Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs.
• Lead internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
• Partner with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
• Conduct precise technical‑commercial discovery, positioning Sonatype’s supply‑chain protection as a mandatory compliance standard.
• Protect territory forecasting hygiene through meticulous milestone updates in GTM execution platforms.

• Transition-ready agility: proven success in a high‑performing Business Development Representative (BDR) or Inside Sales role with a clear readiness to own a full quota.
• High‑velocity stamina:
  Ability to manage 30+ active deal cycles concurrently without compromising execution quality.
• Public‑sector structural aptitude:
  Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules) or rapid learning ability.
• Value‑focused communication:
  Ability to articulate complex Application Security Testing and SBOM compliance regulations in a clear, business‑value manner to technical users and purchasing buyers.
• Collaborative execution mindset:
  Skilled at working cross‑functionally with pre‑sales engineering, legal, channel partners, and regional field marketing teams.

• Meet or exceed quarterly net‑new logo and ARR quotas with high predictability.
• Maintain flawless data hygiene in Sales tech stack (Salesforce, Clari) with accurate deal staging and realistic close dates.
• Demonstrate real, qualified pipeline velocity through measurable prospecting activity metrics.

• Parental leave
• Supportive diversity and inclusion working groups
• Flexible working practices
• Paid Volunteer Time Off (VTO)

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal‑opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If you have a disability or special need that requires accommodation, please do not hesitate to let us know.