Account Executive (Inside Sales), SLED
As a Sonatype Inside Sales Representative (ISR) — Public Sector, you will be responsible for accelerating net-new logo acquisition and securing land-and-expand revenue footprints within highly specialized government ecosystems.
About the role
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.
Responsibilities
- Proactively prospect raw leads and respond rapidly to active inbound signals
- Navigate public procurement mechanisms (RFIs, RFPs, formal bid work)
- Collaborate deeply with channel distribution networks and fulfillment partners to close business smoothly
- Manage an expansive volume of high-velocity deals ranging typically from $5,000 to $25,000 ARR
Requirements
Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them.
Qualifications
- Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role
- Exceptional organizational skills and psychological resilience
- Comfortable managing 30+ active deal cycles concurrently without losing execution quality
- Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
- Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams
Skills
- Agility and readiness to own a full quota and close business directly
- Public Sector structural aptitude
- Value-focused communication
- Collaborative execution mindset
Benefits
- Company Wellness Week
- Paid Volunteer Time Off (VTO)
- EQUAL OPPORTUNITY EMPLOYER
Pay
Competitive compensation package including base salary, commission, and bonuses.
Schedule
Full-time position with flexible working hours to accommodate public sector procurement processes.