Account Executive; Inside Sales), Federal

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  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.

Depending on territory assignment, the ISR will specialize in one of two critical growth vectors:

Federal Track:
Based in the Washington, DC Metro Area, focusing on civilian agencies, defense nodes, and federal systemic frameworks.

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.