As an Enterprise Account Executive for the Federal Public Sector team, your primary mandate is pure net-new logo acquisition and market expansion. Based in Virginia, you will operate as an elite "hunter," breaking into untouched US Federal agencies, commands, and programs. This role requires an individual with a relentless business development mindset who can navigate the complexities of federal procurement, leverage compliance mandates (like Executive Order 14028), and independently build a thriving pipeline from the ground up. Role Outcomes: • Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share. • New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts. • Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting. • Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts. Responsibilities: • Pure-Play Hunting & Business Development: Identify, target, and penetrate net-new Federal agencies and sub-agencies through outbound prospecting and cold calling. • Account Mapping & Profiling: Dissect complex federal organizational charts to identify key economic buyers, technical influencers, and CISOs who have not yet adopted Sonatype. • High-Impact Value Proposition: Deliver compelling, tailored presentations that clearly articulate Sonatype's mission-critical value to uninitiated government stakeholders. • Partner Alignment for Access: Utilize the Federal channel ecosystem (distributors like Carahsoft, local VARs, and GSIs) specifically to gain access to net-new accounts and contract vehicles. • Rigorous Sales Qualification: Drive a tight, disciplined sales cycle from initial cold hook to contract close, ensuring accurate and predictable forecasting in Salesforce. Who you are: • Proven Hunting Track Record: 5+ years of quota-carrying enterprise software sales experience in the US Federal sector, with a documented history of heavy net-new logo acquisition and sales club achievements. • Relentless Pipeline Builder: Exceptional prospecting skills; a professional who thrives on outbound execution and does not rely on inbound leads or existing account management. • Federal Procurement Expertise: Deep mastery of federal buying cycles, budget seasons, and unlocking net-new funding via SEWP, GSA, and other major contract vehicles. • Domain Fluency: Strong background selling application security (AppSec), DevSecOps, cybersecurity, or open-source software management tools into the Federal space. Things that we are proud of • 2025 AI Compliance Solution of the Year - AI Breakthrough Awards • 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology • 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report) • 2023 Fast Company Best Places for Innovators • 2023 Gartner's Magic Quadrant • 2023 Software Report's Top 100 Software Companies • 2023 BuiltIn Best Places to Work • 2022 Frost & Sullivan Technology Innovation Leader Award • 2022 PeerSpot Silver Peer Award in Software Composition Analysis • 2022 Tech Ascension Best DevOps Security Solution Award • 2022 NVCT Cyber Company of the Year Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. Paid Volunteer Time Off (VTO) At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves.