Senior Account Executive, Nordics & Baltics

Sonatype
United Kingdom, Germany
Workplace: RemoteFull timeFunction: SalesSkills: ["Consultative value selling","Autonomy","Ownership","Commercial judgment","Pipeline discipline"]

Own a high-growth territory across the Nordics and Baltics, driving enterprise new-logo acquisition and expanding multi-product adoption. Execute end-to-end sales cycles with consultative value selling, using Sonatype Firewall as a commercial wedge. Maintain Salesforce (SFDC) pipeline discipline and deliver accurate weekly forecasting. Serve as a regional subject matter expert with campaigns, field events, and customer forums—building long-term partnerships with VPs of Engineering, CISOs, and enterprise IT leaders.

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FursaFursa
Sonatype
Sonatype
4 days ago

Senior Account Executive, Nordics & Baltics

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Last checked: 9 hours agoStatus: Live

Job Summary

Own a high-growth territory across the Nordics and Baltics, driving enterprise new-logo acquisition and expanding multi-product adoption. Execute end-to-end sales cycles with consultative value selling, using Sonatype Firewall as a commercial wedge. Maintain Salesforce (SFDC) pipeline discipline and deliver accurate weekly forecasting. Serve as a regional subject matter expert with campaigns, field events, and customer forums—building long-term partnerships with VPs of Engineering, CISOs, and enterprise IT leaders.
Location: United Kingdom, Germany
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Execute a proactive, account-based outbound sales strategy targeting enterprise accounts across the Nordics and Baltics.
  • •Manage full enterprise sales cycles end-to-end, from discovery and value framing to complex stakeholder alignment and closing.
  • •Grow a balanced portfolio by acquiring new enterprise logos and expanding multi-product adoption across active accounts (Nexus Repository, Lifecycle, Firewall, Nexus One).
  • •Maintain rigorous CRM hygiene in Salesforce (SFDC) and run weekly forecast reviews against commit targets and next steps.
  • •Represent Sonatype regionally as a subject matter expert through targeted marketing, local field events, and customer forums, partnering with BDRs and field marketing to build pipeline.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

  • •Proven quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics.
  • •Success driving both net-new enterprise logo acquisition and upsell/cross-sell account expansion.
  • •Demonstrated CRM and forecasting discipline, including Salesforce (SFDC) accuracy and reliable weekly revenue forecasting.
  • •Strong autonomy and business judgment to run complex enterprise sales cycles and navigate deal roadblocks independently.
  • •Ability to execute consultative, trust-based selling focused on long-term customer value.
Experience:Enterprise SaaSCybersecurityApplication securityDevOpsCloudSoftware infrastructure
Skills:Consultative value sellingAutonomyOwnershipCommercial judgmentPipeline discipline
Tech Stack:Salesforce (SFDC)SFDCNexus RepositoryLifecycleFirewallNexus OneMaven CentralSonatype FirewallAI sales tools

Company Brief

Sonatype
Provides software supply chain automation and open-source governance solutions, including Nexus Repository, Nexus Lifecycle, and Nexus IQ, to help organizations manage, secure, and govern components across the software development lifecycle.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Lexington, United States
Founded: 2008
WebsiteLinkedIn