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Sonatype·Germany, UK·3 дн назад
Senior Account Executive, Nordics & Baltics
🌍 УдалённоLeadПолная занятость🌐 Глобал
52
Есть о чём спросить
Навык востребован (java). Но вилки нет, про деньги придётся договариваться с нуля.
Чем предстоит заниматься
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
Drive a balanced portfolio motion: acquiring new enterprise logos while systematically expanding multi-product adoption (Nexus Repository, Lifecycle, Firewall, and Nexus One) across active accounts
Maintain rigorous CRM hygiene within Salesforce (SFDC), ensuring real-time pipeline tracking, accurate deal stages, and transparent deal progression
Conduct precise weekly forecast reviews, taking full accountability for commit targets, upside opportunities, next steps, and expected outcome timelines
Demonstrate independent ownership and sound commercial judgment to navigate deal roadblocks, internal alignment, and complex negotiations without heavy reliance on supporting business units
Actively represent Sonatype as a regional subject matter expert, participating in targeted marketing campaigns, local field events, and customer forums to create brand momentum across the Nordics and Baltics
Partner closely with Business Development Representatives (BDRs) and Field Marketing to build targeted pipeline and engage prospect communities
Build authentic, consultative relationships with VPs of Engineering, CISOs, and enterprise IT leaders, earning trust by aligning platform capabilities to customer outcomes
Consistent quarterly and annual ARR quota attainment across both new logo acquisition and account expansion targets
Highly accurate, predictable weekly revenue forecasts with a multi-quarter forward pipeline built across the region
Scaled brand presence and enterprise customer references across the Nordics and Baltics developer and security community
Enterprise SaaS Track Record: Demonstrated history of quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics regions
Balanced Sales Capability: Proven success executing both net new enterprise logo acquisition and growing existing accounts via upsell/cross-sell motions
Operational & Forecast Discipline: High accountability for CRM accuracy in Salesforce (SFDC) and a track record of consistent, reliable weekly revenue forecasting
Autonomy & Ownership: High personal accountability, strong business judgment, and a self-starter mindset confident in navigating enterprise sales cycles independently
Consultative Value Selling: Authentic, trust-based selling style focused on understanding customer challenges and creating long-term strategic value rather than transactional pressure
AI & Workflow Adaptability: Ability to leverage modern AI sales tools, data insights, and structured workflows to drive efficient territory planning and execution
Domain Experience: Background selling Cybersecurity, Application Security (SCA/SAST), DevOps, Cloud, or Software Infrastructure solutions
Language Skills: Professional fluency in a Nordic language (Swedish, Danish, Norwegian, or Finnish) alongside fluent business English
2026 Gartner® Magic Quadrant™ Leader for Software Supply Chain Security
2026 Celebrating 15 Years of Sonatype Research Labs – Industry-leading software supply chain and open source security research
2026 Founding Member of the Linux Foundation Initiative for Open Source Sustainability
2026 State of the Software Supply Chain® Report – Continuing industry leadership in software supply chain security and AI security research
2025 Visionary in Gartner® Magic Quadrant™ for Application Security Testing!
2025 AI Compliance Solution of the Year - AI Breakthrough Awards
2025 DEVIES Award to our SBOM Manager for a new product for its innovation and impact in developer technology
2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
Constellation AST Shortlist: Sonatype has been listed on the Constellation ShortList™ for Application Security Testing for 2024
Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open Source Data Solution of the Year."
SD Times: Best in Show Security
Fast Company Best Workplaces for Innovators 2024
The Herd Top 100 Private Software Companies 2024
Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)
Дополнительно
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 at scale
As 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
Sonatype is expanding its presence across Northern Europe, and we are looking for a Senior Account Executive to lead revenue growth across the Nordics and Baltics region. As software development accelerates through AI coding assistants and open source ingestion, software supply chain security has become a strategic, board-level priority for global enterprise organizations
Joining one of Sonatype’s top-performing global sales teams, you will own a high-growth territory with a dual mandate: acquiring high-value enterprise new logos and expanding existing customer adoption. Using Sonatype Firewall as a high-velocity commercial wedge, you will partner cross-functionally to scale our market visibility while building trust-based, long-term customer partnerships. This role is ideal for an autonomous, commercially disciplined sales professional who thrives in a high-accountability environment and is driven to raise the performance bar
Технологии и навыки
Sonatype
Germany, UK
ГрейдLead
ЗанятостьПолная занятость
РегионГрузия
ФорматУдалённо
ИсточникСкрыто
Опубликовано3 дн назад
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