Account Executive, Velocity, DACH

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.

• parental leave
• diversity and inclusion groups
• flexible working practices
• wellness initiatives
• equal opportunity employer

• 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

• 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