About this role.
Sonatype is seeking a senior enterprise Account Executive to grow new-logo and expansion revenue across the Nordics and Baltics for its software supply chain security platform. The role owns end-to-end enterprise sales cycles, including account-based outbound prospecting, consultative discovery, stakeholder alignment, negotiation, and closing. It requires rigorous Salesforce pipeline management and highly accountable weekly forecasting alongside collaboration with BDRs and field marketing. Ideal candidates have a record of exceeding enterprise SaaS quotas in the Nordic or Baltic markets, preferably selling cybersecurity, application security, DevOps, cloud, or infrastructure solutions.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I segment accounts by fit, urgency, and buying potential, then create account-specific outreach tied to business and technical triggers. I combine direct executive outreach with BDR and marketing programs, measure conversion at each stage, and adjust messaging based on engagement and opportunity quality.
I map the buying committee early, identify each stakeholder's priorities, and build a mutual action plan with clear milestones. I connect technical validation to executive business outcomes, maintain documented risks and next steps, and ensure champions have the internal material needed to advance consensus.
I inspect every material opportunity against objective exit criteria, confirmed customer actions, stakeholder alignment, commercial status, and timing. I distinguish commit from upside based on evidence rather than optimism, document risks in Salesforce, and communicate changes early with a mitigation plan.
For a VP of Engineering, I would focus on enabling developers to move quickly while reducing dependency-management friction and avoiding disruptive remediation. For a CISO, I would emphasize proactive risk reduction, visibility into open-source exposure, governance, and defensible controls; then I would align both perspectives around secure software delivery outcomes.
I established account plans that separated renewal protection, expansion hypotheses, and new-logo priorities while using shared pipeline reviews to protect execution time. By identifying adjacent teams with related needs, validating value through current-user outcomes, and engaging executive sponsors, I created expansion opportunities without neglecting new-business coverage.
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 source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, 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 software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and 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.
Sonatype is expanding its presence across Northern Europe, and we are looking for a Senior Account Executive to lead revenue growth across the Nordics and Baltics region. As software development accelerates through AI coding assistants and open source ingestion, software supply chain security has become a strategic, board-level priority for global enterprise organizations.
Joining one of Sonatype’s top-performing global sales teams, you will own a high-growth territory with a dual mandate: acquiring high-value enterprise new logos and expanding existing customer adoption. Using Sonatype Firewall as a high-velocity commercial wedge, you will partner cross-functionally to scale our market visibility while building trust-based, long-term customer partnerships. This role is ideal for an autonomous, commercially disciplined sales professional who thrives in a high-accountability environment and is driven to raise the performance bar.
Responsibilities:
Territory Leadership & Outbound Execution
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.
Operational Discipline & Pipeline Accountability
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.
Demonstrate independent ownership and sound commercial judgment to navigate deal roadblocks, internal alignment, and complex negotiations without heavy reliance on supporting business units.
Market Visibility & Strategic Partnership
Actively represent Sonatype as a regional subject matter expert, participating in targeted marketing campaigns, local field events, and customer forums to create brand momentum across the Nordics and Baltics.
Partner closely with Business Development Representatives (BDRs) and Field Marketing to build targeted pipeline and engage prospect communities.
Build authentic, consultative relationships with VPs of Engineering, CISOs, and enterprise IT leaders, earning trust by aligning platform capabilities to customer outcomes.
Outcomes
Consistent quarterly and annual ARR quota attainment across both new logo acquisition and account expansion targets.
Highly accurate, predictable weekly revenue forecasts with a multi-quarter forward pipeline built across the region.
Scaled brand presence and enterprise customer references across the Nordics and Baltics developer and security community.
Who You Are:
Essential
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
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.
Compensation
Additional Information
Things we are proud of:
- 2026 Gartner® Magic Quadrant™ Leader for Software Supply Chain Security
- 2026 Celebrating 15 Years of Sonatype Research Labs – Industry-leading software supply chain and open source security research
- 2026 Founding Member of the Linux Foundation Initiative for Open Source Sustainability
- 2026 State of the Software Supply Chain® Report – Continuing industry leadership in software supply chain security and AI security research
- 2025 Visionary in Gartner® Magic Quadrant™ for Application Security Testing!
- 2025 AI Compliance Solution of the Year – AI Breakthrough Awards
- 2025 DEVIES Award to our SBOM Manager for a new product for its innovation and impact in developer technology
- 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
- Constellation AST Shortlist: Sonatype has been listed on the Constellation ShortList™ for Application Security Testing for 2024
- Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the “Open Source Data Solution of the Year.”
- SD Times: Best in Show Security
- Fast Company Best Workplaces for Innovators 2024
- The Herd Top 100 Private Software Companies 2024
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- 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. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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