Account Executive, Federal

Sonatype
Washington
Workplace: HybridFull timeFunction: SalesSkills: ["Organizational skills","Psychological resilience","Value-focused communication","Cross-functional collaboration","Pipeline management"]

Own full-cycle, high-velocity inside sales for federal and public-sector prospects, prospecting and qualifying leads and driving deals from discovery through close. Manage a large concurrent pipeline and execute RFIs/RFPs with timely technical and commercial bid responses. Coordinate with channel partners, distributors, and fulfillment networks to remove procurement hurdles and expand land-and-expand revenue. Maintain accurate forecasting and sales execution hygiene in Salesforce and Clari.

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FursaFursa
Sonatype
Sonatype
3 months ago

Account Executive, Federal

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Source: Company careers pageValidated by: Fursa AI
Last checked: 3 hours agoStatus: Live

Job Summary

Own full-cycle, high-velocity inside sales for federal and public-sector prospects, prospecting and qualifying leads and driving deals from discovery through close. Manage a large concurrent pipeline and execute RFIs/RFPs with timely technical and commercial bid responses. Coordinate with channel partners, distributors, and fulfillment networks to remove procurement hurdles and expand land-and-expand revenue. Maintain accurate forecasting and sales execution hygiene in Salesforce and Clari.
Location: Washington
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Entry level

Key Responsibilities

  • •Prospect, qualify, advance, and close high-velocity transaction flows within assigned territory (Federal DC Metro or Central SLED).
  • •Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover application security needs inside target agencies.
  • •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 technical-commercial discoveries positioning automated software supply chain protection as a compliance standard and maintain forecast milestone updates in GTM platforms.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

  • •Demonstrated success in a high-performing Business Development Representative (BDR) or inside sales role, ready to own a full quota and close directly.
  • •Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently.
  • •Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or fast aptitude to learn them.
  • •Ability to clearly explain application security testing (AST) and SBOM compliance regulations in a value-focused way to technical users and purchasing buyers.
  • •Highly skilled collaborating cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams.
Experience:Public sectorGovernmentApplication securitySBOMOutbound sales
Skills:Organizational skillsPsychological resilienceValue-focused communicationCross-functional collaborationPipeline management
Tech Stack:SalesforceClariRFIsRFPsFAR

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