Overview
In this role you will own full-cycle sales for a defined EMEA territory, driving fast, high-volume SaaS deals under $75k. You will move from prospecting to closing, shaping value for engineering and security buyers and delivering predictable pipeline with minimal channel support. You’ll work in a high-velocity environment backed by a market-leading security platform, partnering with channel and SI partners to accelerate adoption. Your success will help Sonatype scale its AI-driven approach to software supply chain protection across enterprises. This is a hands-on, quota-bearing role with a clear impact on revenue and market expansion.
Leistungen / Benefits
- parental leave
- diversity and inclusion groups
- flexible working practices
- wellness initiatives
- equal opportunity employer
Verantwortungsbereiche
- Independently generate and nurture outbound pipeline across EMEA to build a predictable, self-sufficient territory pipeline
- Manage a high volume of concurrent deals through qualification to close within 3 weeks to 3 months
- Qualify and present Sonatype’s SaaS/Cloud security and supply chain platform, tailoring value for engineering and security buyers
- Lead efficient deal processes with limited technical resources, leveraging product knowledge and structured execution
- Maintain CRM accuracy, activity tracking, and quarterly revenue forecasting
- Own full-cycle territory ownership including prospecting, qualification, advancement, and closing of high-velocity transactions
- Maintain a high daily cadence of outbound touches to uncover security needs within target accounts
- Lead technical and commercial responses to RFIs/RFPs and coordinate with channel partners to drive closure
- Align with regional channel accounts and partners to track registrations and achieve transactional closure
- Conduct value-based discoveries and demonstrations showing Sonatype’s software supply chain protection as a compliance standard
- Keep forecast hygiene through rigorous milestone updates in GTM platforms
Zentrale Anforderungen
- Proven track record as a high-performing Technical BDR, Senior SDR, or Inside Sales Rep transitioning to closing
- Experience with high-velocity outbound and multi-threaded prospecting into target organizations
- Technical curiosity with ability to learn software engineering concepts, app security basics, and SaaS/cloud deployment models
- Strong organization and drive for handling many concurrent deals and short sales cycles
- Commercial awareness with deal qualification, pipeline hygiene, and value-based closing
- AI readiness and ability to use AI productivity tools for research and outreach with good judgment
- Preferred: experience selling SaaS, cloud infrastructure, DevOps, or application security; familiarity with cloud-native architectures and developer tooling
- Familiarity with sales tech stacks (Salesforce, Gong, Outreach/Salesloft) and AI-assisted GTM tools
- German fluency or another language
- highly structured task management
- self-motivated and proactive learning
- strong communication and stakeholder management
- SaaS/cloud security selling
- application security concepts
- cloud-native architectures
Account Executive, Velocity, DACH in Berlin Arbeitgeber: Sonatype
Sonatype ist ein hervorragender Arbeitgeber, der seinen Mitarbeitern die Möglichkeit bietet, in einem dynamischen und innovativen Umfeld zu arbeiten. Mit einem starken Fokus auf persönliche und berufliche Weiterentwicklung, flexiblen Arbeitspraktiken und einer Kultur der Vielfalt und Inklusion, fördert Sonatype das Wachstum seiner Mitarbeiter und ermöglicht es ihnen, ihre Fähigkeiten in der Software-Sicherheitsbranche zu erweitern. Zudem profitieren die Mitarbeiter von einzigartigen Vorteilen wie der Wellness-Woche, in der alle Mitarbeiter eine Auszeit für persönliches Wachstum und Erholung erhalten.
