Sonatype
via Lever
Account Executive, Federal
This is the employer's own posting, not a copy on a job board.
What we know
Is it still open?
Confirmed still open
Last checked 1d ago — checked against the employer's own applicant tracking system, which is the company answering directly.
We re-read the employer's own applicant tracking system and the posting was still there. That is the company answering directly.
How old is it?
Posted 88d ago
The date the source published, not the day we noticed it (2026-06-19). Last seen at its source just now.
Is it remote?
Washington, D.C. - Remote
That is the location the employer filed this posting under. Quoted as written — we do not re-word the source's own location.
Who may apply?
Washington
The description states no restriction of its own. This is the source's own tag.
Pay not stated
Similar roles pay $101.9k–180k/yr
Middle 50% of 1472 listings that do state pay — Sales & Marketing · all levels · United States · USD/year. This employer has published no salary; this is what comparable listings we hold disclose, never converted between currencies or periods. How this is calculated.
Skills named in the ad
Recognised terms only, from a fixed vocabulary — this is what CV matching compares against.
Carried by 1 source
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lever employer's own board first seen 44d ago · last seen just now
The listing
The Account Executive, Federal exists to accelerate net-new logo acquisition, run high-velocity transactional sales cycles, and secure land-and-expand revenue footprints within highly specialized government ecosystems.
This role serves as the premier entry point into a full quota-bearing Account Executive career path at Sonatype. This position demands an exceptionally high operational cadence, managing an expansive volume of high-velocity deals ranging typically from $5,000 to $25,000 ARR.
Federal Track: Based in the Washington, DC Metro Area, focusing on civilian agencies, defense nodes, and federal systemic frameworks.
The role requires a relentless pipeline builder who thrives on high-activity volumes, proactively prospecting raw leads, responding rapidly to active inbound signals, navigating public procurement mechanisms (RFIs, RFPs, formal bid work), and collaborating deeply with channel distribution networks and fulfillment partners to close business smoothly.
Who you are:
Transition Ready Agility: Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role, showing a clear readiness to own a full quota and close business directly.
High-Velocity Stamina: Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality.
Public Sector Structural Aptitude: Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them.
Value-Focused Communication: Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers.
Collaborative Execution Mindset: Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams.
Role Outcomes:
Success in this role looks like:
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Pipeline Generation Self-Sufficiency: Rather than relying solely on inbound marketing or external generation, you proactively discover, cultivate, and advance your own outbound pipeline through continuous territory prospecting.
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Velocity & Transactional Mastery: You maintain a balanced, high-volume deal portfolio, managing short sales cycles cleanly from initial engagement to close-won status while keeping your average transaction velocity high.
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Procurement Execution Excellence: Public sector buying parameters—including RFIs, RFPs, and formal agency bid responses—are navigated accurately and delivered ahead of deadlines, maximizing our inclusion on critical contract vehicles.
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Ecosystem Partner Harmonization: Channel partners, regional distributors (e.g., Carahsoft), and local fulfillment networks are activated seamlessly to accelerate transactions, clear procurement hurdles, and expand Sonatype's market footprint.
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Your quarterly net-new logo and ARR quotas are met or exceeded with high predictability, avoiding end-of-quarter target clustering.
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Sales tech stack data hygiene (Salesforce, Clari) is maintained flawlessly, reflecting accurate deal staging, realistic close dates, and clear buyer validation metrics.
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Your prospecting activity metrics manifest as real, qualified pipeline velocity rather than unverified outward motions.
You will be successful when:
Role:
Full-Cycle Territory Ownership: Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED).
High-Volume Cadence Management: Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.
Bid & Proposal Execution: Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations.
Channel Alliance Alignment: Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure.
Value-Based Discovery Demonstrations: Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard.
Forecast Guardrail Maintenance: Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms.