Account Executive (Inside Sales), Federal

Role Overview

The Inside Sales Representative (ISR) — Public Sector 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.

What You Will Do

Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED). Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies.

Why It Might Be a Fit

You will be successful when your quarterly net-new logo and ARR quotas are met or exceeded with high predictability, avoiding end-of-quarter target clustering. You will be a 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.

Requirements

• 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.

Benefits

• Company Wellness Week
• Paid Volunteer Time Off (VTO)
• Parental leave
• Diversity and inclusion working groups
• Flexible working practices