Sonatype

Account Executive

• Lead, coach, and scale a team of 6–8 full-cycle Territory Account Executives
• Drive high-velocity sales performance toward 50+ closed deals per AE per year
• Transition the team to an outbound hunting motion and generate at least 60% of new sales pipeline through outbound activity
• Accelerate new enterprise customer acquisition using Sonatype Firewall as a wedge product
• Automate and redesign sales workflows using AI tools and modern sales technology
• Reduce deal cycle times by 15–20% and maximize AE active selling time
• Enforce outbound prospecting cadence and teach account mapping and persona identification
• Partner with Field Marketing and Revenue Operations on account-based growth programs
• Maintain pipeline inspection, activity tracking, and accurate weekly forecasting
• Conduct deal reviews, call shadowing, and active coaching to develop sales leaders

Senior Manager, Velocity Account Executives

• Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite
• Articulate Sonatype's value proposition to increase sales and expand the existing customer footprint
• Upsell and cross-sell into the existing customer base and acquire net new logos with average net ACV of $50,000 or greater
• Generate leads for Tier I and Tier II accounts through targeted account selling, outbound cold calling, and follow-up on marketing-generated and inbound leads
• Achieve sales and activity targets and initiate the 100-day strategy
• Manage and report on the sales pipeline in Salesforce.com and Gong
• Maintain accurate Q+3 forecasting
• Create and execute territory plans focused on prospect development, upsell/cross-sell campaigns, market penetration, and sales growth
• Own the territory as an autonomous business unit, focusing on direct sales to end-users across multiple market segments, specifically in Japan
• Engage and leverage partners to maximize revenue and account penetration
• Collaborate with and provide leadership to a Sales Development Representative and Pre-Sales Engineer
• Apply MEDDPICC and Challenger sales methodologies

Senior Manager, Velocity Account Executives

Enterprise Account Executive, Japan – SEA