Enterprise Account Executive, Japan – SEA

Sonatype

. Develop and successfully conclude sales opportunities for Sonatype's Nexus Repository, Nexus Firewall, Nexus Lifecycle, and Nexus Auditor product suite .

Posted 9/19/2026full-timeSingaporeMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise software sales, particularly within the Agile, DevSecOps, and Open Source domains, with a strong focus on territory management and customer acquisition strategies. Proficient in utilizing sales methodologies such as MEDDPICC and Challenger to drive revenue growth and achieve sales targets.

Highest-signal resume keywords

Enterprise Software Sales ExperienceTerritory Account PlanningSalesforce.com ProficiencyJapanese Language ProficiencyDevOps and Application Security Market Knowledge

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Pipeline ManagementLead GenerationUpselling and Cross-SellingSales ForecastingAccount Selling

Soft Skills

Interpersonal SkillsPersuasive CommunicationCollaborationPresentation SkillsMotivation

Tools & Technologies

Salesforce.comGong

Industry Keywords

AgileDevSecOpsOpen SourceMEDDPICCChallenger Sales Methodology

Tech Stack

Tools & technologies

Open SourceSFDC

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

Minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory
Software sales experience within Agile, DevSecOps, and/or Open Source domains
Formal training in software sales prospecting
Motivation for aggressively hunting new sales opportunities within existing accounts and following up on leads
Ability to construct regional territory account plans
Ability to cultivate new partnerships and develop business relationships contributing to customer acquisition and revenue growth
Collaborative team-member skills in a rapidly evolving, high-growth, dynamic environment
Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities
Verifiable record of overachievement against targets
Experience and comprehensive understanding of the DevOps and/or Application Security market
Japanese language is required
No visa support offered

Benefits

Comp & perks

Company Wellness Week — company operations shut down for a week for rest, recharge, and personal growth
Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)
Flexible working practices
Equal-opportunity employer
Disability or special-needs accommodations