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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in SaaS and Cloud application security sales, with a strong ability to independently prospect and manage high-velocity sales cycles. Proficient in leveraging modern sales technologies and maintaining pipeline hygiene to drive revenue growth.
Highest-signal resume keywords
SaaS Sales ExperienceCloud Application Security KnowledgePipeline Management SkillsOutbound Sales TechniquesSalesforce Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Deal QualificationValue-Based Closing TechniquesTechnical Discovery DemonstrationsApplication Security BasicsCloud Deployment Models
Soft Skills
Proactive MindsetStructured Task ManagementStrong Judgment
Tools & Technologies
SalesforceGongOutreachSalesloftAI Productivity Tools
Industry Keywords
Software Supply ChainDevOpsCloud InfrastructureTechnical Business DevelopmentHigh-Velocity Transactions
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Independently prospect, cultivate, and engage North American accounts to build a predictable pipeline without relying on heavy inbound or channel support
- Manage a high volume of concurrent sales cycles ranging from 3 weeks to 3 months, from initial qualification to close
- Qualify and present Sonatype’s SaaS/Cloud application security and software supply chain platform to engineering and security buyers
- Run efficient sales processes with minimal technical and Sales Engineering resources by leveraging product knowledge and structured execution
- Maintain accurate CRM data, activity tracking, and quarterly revenue forecasting
- Prospect, qualify, advance, and close high-velocity transactions within the assigned territory
- Maintain a high daily volume of outbound calls, emails, and social outreach
- Lead internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
- Partner with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
- Conduct technical-commercial discovery demonstrations positioning Sonatype’s automated software supply chain protection as a compliance standard
- Maintain territory forecasting hygiene through milestone updates in GTM execution platforms
Requirements
What you’ll need- Experience as a high-performing Technical Business Development Representative (BDR), Senior SDR, or Inside Sales Representative looking to transition into/grow within a closing role
- Demonstrated ability to prospect, multi-thread, and run disciplined outbound outreach into target organizations
- Proactive mindset with a drive to independently learn software engineering concepts, application security basics, and SaaS/cloud deployment models
- Highly structured task management skills capable of handling a high volume of concurrent deals and short sales cycles (3 weeks to 3 months)
- Strong understanding of deal qualification, pipeline hygiene, and value-based closing techniques
- Ability to leverage AI productivity tools, including generative AI for account research, personalized outreach, and workflow automation, with strong judgment and validation habits
- Prior experience selling SaaS, Cloud infrastructure, DevOps, or Application Security solutions
- Familiarity with cloud-native application architectures, software supply chain concepts, or developer tooling
- Familiarity with modern sales technology stacks such as Salesforce, Gong, Outreach/Salesloft, and AI-assisted GTM tools
Benefits
Comp & perks- Parental leave
- Diversity and inclusion working groups
- Flexible working practices
- Company Wellness Week: company operations shut down for a week to enable personal growth and rest
- Equal-opportunity employer
- Disability and special-needs accommodation