High‑performing Territory Account Executive focused on North American enterprise cloud opportunities.
Responsibilities
Outbound Pipeline Generation: Independently prospect, cultivate, and engage North American accounts to build a predictable pipeline without relying on heavy inbound or channel support.
High‑Velocity Deal Execution: Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, taking opportunities from initial qualification to close.
Solution Value Selling: Qualify and present Sonatype’s SaaS/Cloud application security and supply chain platform, tailoring product value to both engineering and security buyers.
Self‑Sufficient Deal Management: Run highly efficient sales processes with minimal technical and Sales Engineering resources by leveraging strong technical curiosity, product knowledge, and structured execution.
Forecast & Pipeline Hygiene: Maintain strict accuracy in CRM data, activity tracking, and quarterly revenue forecasting.
Requirements
Nice to have: SaaS
Nice to have: Cloud infrastructure
Nice to have: DevOps
Nice to have: Application Security
Nice to have: cloud‑native application architectures
Be the first conversation that shows our future customers what Salesloft can do for them.
Compensation
Base Pay Range
$60,000—$75,000 USD
Responsibilities
Respond to inbound interest quickly and with relevance, using signals and context rather than a generic script
Run discovery conversations that qualify real needs and book high-quality meetings for Account Executives
Build a working command of our story, our product, and our customers’ world, and use Salesloft the way our customers do, so you can speak with credibility about it
Requirements
Nice to have: Customer-facing, service, or sales-adjacent work
Nice to have: Familiarity with a CRM or sales engagement tool (Salesloft, ideally)
Nice to have: Exposure to B2B software or SaaS
Nice to have: Experience working toward goals or metrics in a team setting
Consistently meet or exceed monthly sales targets.
Manage the full sales cycle from prospecting to closing deals, including identifying and qualifying prospects, scheduling and conducting customer meetings, negotiating proposals, and securing new business.
Source and qualify leads through outreach methods like cold calling, cold emailing, and using social networks such as LinkedIn to identify potential clients.
Collaborate with Cross-Functional Teams such as Marketing, Partnerships, and Customer Success.
Demonstrate a growth mindset by continuously learning about our product, internal processes, and industry.
Own the end-to-end enablement programme across all commercial teams, designing learning, coaching and performance improvement using data, AI and sales methodologies.
Compensation
Share Options – We offer a Company Share Option Plan (CSOP), giving you the opportunity to benefit from any increase in share value in the event of a sale, merger, or flotation.
Bonus – Our annual discretionary bonus, paid in May for the previous year, is based on both company and individual performance.
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