Sonatype
Senior Account Executive, Nordics & Baltics
USRemotePosted Today
Full TimeSeniorRemoteUS
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Job Description
Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open s
Key Highlights
- Execute a proactive, account-based outbound sales strategy targeting enterprise accounts across the Nordics and Baltics.
- Manage full enterprise sales cycles end-to-end—from discovery and value framing to complex stakeholder alignment and closing.
- Drive a balanced portfolio motion: acquiring new enterprise logos while systematically expanding multi-product adoption (Nexus Repository, Lifecycle, Firewall, and Nexus One) across active accounts.
- Maintain rigorous CRM hygiene within Salesforce (SFDC), ensuring real-time pipeline tracking, accurate deal stages, and transparent deal progression.
- Conduct precise weekly forecast reviews, taking full accountability for commit targets, upside opportunities, next steps, and expected outcome timelines.
Qualifications
Required Qualifications
- Enterprise SaaS Track Record: Demonstrated history of quota overachievement in enterprise SaaS sales across the Nordics and/or Baltics regions.
- Balanced Sales Capability: Proven success executing both net new enterprise logo acquisition and growing existing accounts via upsell/cross-sell motions.
- Operational & Forecast Discipline: High accountability for CRM accuracy in Salesforce (SFDC) and a track record of consistent, reliable weekly revenue forecasting.
- Autonomy & Ownership: High personal accountability, strong business judgment, and a self-starter mindset confident in navigating enterprise sales cycles independently.
- Consultative Value Selling: Authentic, trust-based selling style focused on understanding customer challenges and creating long-term strategic value rather than transactional pressure.
- AI & Workflow Adaptability: Ability to leverage modern AI sales tools, data insights, and structured workflows to drive efficient territory planning and execution.
Preferred Qualifications
- Domain Experience: Background selling Cybersecurity, Application Security (SCA/SAST), DevOps, Cloud, or Software Infrastructure solutions.
- Language Skills: Professional fluency in a Nordic language (Swedish, Danish, Norwegian, or Finnish) alongside fluent business English.
Skills & Technologies
JavaLinux
About the Company
Sonatype
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Job Details
Employment Type
Full Time
Experience Level
Senior
Location
US
Work Mode
Remote
Posted
Today
Country
US