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Senior Account Executive, West Coast (Kansas City, Phoenix, Denver, Las Vegas, Salt Lake City) ID-10651

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. 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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.


About the Team:
Sonatype’s global sales team is made up of more than 100 Sales professionals. Much of our team is based remotely in the regions or territories they support. Our reps are committed to achieving and exceeding expectations and providing a high-quality service to our growing client base. 


The Opportunity:

    • As an Enterprise Account Executive, you’ll work closely with a team of Account Development reps to uncover new sales opportunities and sell Sonatype’s comprehensive suite of Nexus products.
    • Effectively communicate Sonatype’s value proposition to increase sales and expand existing customer footprints.
    • Deliver lead generation to Fortune 1000 accounts through target account selling, outbound cold calling, and calling on marketing-generated and inbound leads.
    • Manage pipeline including activity for sales opportunities within Salesforce.
    • Work alongside ADRs and presales engineers to build pipeline and close business.
    • Collaborate with field marketing to deliver events crafted to drive new prospects, advance existing opportunities and build incremental revenue. 

What you bring to the table:

    • 5+ Years of enterprise software sales experience with focus on net new logos.
    • Successful experience within the Agile, DevOps, Open Source, or Enterprise Software space.
    • Experience building regional account plans.
    • Validated experience in developing new relationships that result in new customer acquisition.
    • Familiarity selling to the territories of Kansas City, Phoenix, Denver, Las Vegas, Salt Lake City

It would be phenomenal if you also had:

    • BS or BA Degree in a technical or business subject area.
    • Experience in a startup software organization.
    • Understanding of the DevOps and/or Application Security industry and market.

What we are proud of:

    • 2024 BuiltIn Best Places to Work: 
    • European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
    • 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
    • 2023 Leader in Forrester-Wave for Software Compensation Analysis
    • 2023 Gartner's Magic Quadrant
    • Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest. 
    • Diversity & Inclusion Working Groups
    • Parental Leave Policy
    • Paid Volunteer Time Off (VTO)

#LI-HP1

At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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