Enterprise Account Executive

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 againstmalicious open source, the only enterprise-grade SBOM management, and the leading open-source dependency management platform. This empowers enterprises to create and maintain secure, high-quality, and innovative software at scale.   As founders of Nexus Repository and stewards of Maven Central — the world’s largest repository of Java open-source software — we are pioneers. Our open-source expertise is unmatched, and our commitment to helping organizations build faster, safer software is unwavering. We harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.   As this role focuses on Japan, Japanese fluency is required. We do not offer support with Visa.

What you'll do:

• 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 effectively to increase sales and primarily expand the existing customer footprint within the designated region.
• Collaborate with supporting functions to efficiently upsell and cross-sell into the existing customer base and to acquire net new logos with an average net ACV (Annual Contract Value) of $50,000 or greater.
• Generate leads for Tier I and Tier II accounts through targeted account selling, proactive outbound cold calling, and diligent follow-up on marketing-generated and inbound leads.
• Achieve sales and activity targets outlined in the plan to ensure the successful initiation of the 100-day strategy.
• Manage and provide clear, comprehensive reports on the sales pipeline, including activity for sales opportunities, within Sonatype's CRM systems (Salesforce.com) and Gong.
• Maintain rigorous control over accurate forecasting on a Q+3 basis.
• Create and execute a detailed territory plan focused on prospect development, proactive up- and cross-sell campaigns, and the increase of market penetration and sales growth within the assigned territory.
• Assume ownership of the territory as an autonomous 'business unit,' concentrating on direct sales to end-users across multiple market segments specifically in Japan.
• Engage and leverage partners to maximise revenue generation and account penetration.
• Actively collaborate with and provide leadership to a Sales Development Representative and a Pre-Sales Engineer to build pipeline and successfully close business.