Senior Account Executive, French Territory

• Develop and close sales opportunities for Sonatype's product suite including Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor. • Effectively articulate Sonatype's value proposition to expand the customer footprint in the designated region. • Collaborate with supporting functions to upsell, cross-sell, and acquire new logos with average ACV of $50,000+. • Generate leads for Tier I and II accounts through targeted account selling, outbound calls, and marketing leads follow-up. • Manage sales pipeline and reporting using CRM systems (Salesforce.com) and Gong. • Maintain accurate Q+3 forecasting and detailed territory plans. • Act as an autonomous business unit focusing on direct sales across multiple market segments. • Leverage partners to maximize revenue and account penetration. • Collaborate with Sales Development Representative and Pre-Sales Engineer to build pipeline and close business. • Apply MEDDPICC and Challenger sales methodologies to sales execution.

• Minimum 5 years of quota-carrying enterprise software sales experience in the assigned territory. • Proven experience in Agile, DevSecOps, and/or Open Source software sales. • Formal training in software sales prospecting with strong motivation for hunting new opportunities. • Ability to construct regional territory plans, develop partnerships, and cultivate business relationships. • Collaborative team member comfortable in high-growth, dynamic environments. • Exceptional interpersonal skills, persuasive presence, and strong presentation abilities. • Highly driven with consistent record of overachievement against targets. • Comprehensive understanding of DevOps and/or Application Security markets.

• Experience in long-term strategic planning and organizational efficiency. • Track record of team success with over 100% YoY growth and KPI overachievement. • Recognition in industry awards such as Forrester Wave Leader, Gartner Magic Quadrant, and Data Breakthrough Awards. • Familiarity with company wellness initiatives, diversity and inclusion programs, and flexible work arrangements.

• Develop and execute territory plans to increase market penetration and sales growth. • Drive direct sales to end-users across multiple market segments. • Generate and manage leads while achieving sales and activity targets. • Provide clear sales pipeline reports and maintain rigorous forecasting. • Collaborate with team members and partners to maximize revenue generation. • Lead the sales process with MEDDPICC and Challenger methodologies.

• Flexible hybrid work environment across UK, Germany, and remote locations. • Company wellness initiatives including Wellness Week and Paid Volunteer Time Off. • Parental leave policy and diversity & inclusion working groups. • Opportunities to work with AI and data intelligence to optimize software supply chains.

Sonatype is a software supply chain security company providing end-to-end solutions, including proactive protection against malicious open source, enterprise-grade SBOM management, and leading dependency management platforms. Serving over 2,000 organizations, including 70% of the Fortune 100, Sonatype empowers enterprises to build secure and high-quality software at scale.