[All remote jobs](https://jobicy.com/jobs.md)[![Sonatype logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201223232219-694679.jpg)](https://jobicy.com/company/sonatype.md)[Sonatype](https://jobicy.com/company/sonatype.md) # Enterprise Account Executive, DACH Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/sonatype.md)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished27 Oct 2026Apply before26 Nov 2026Listing views40Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Sonatype seeks a senior enterprise sales hunter to win strategic net-new and former-customer accounts across DACH, Benelux, and the Nordics. The role manages a tightly curated portfolio of approximately 20–25 major enterprises and leads complex, multi-stakeholder software security sales cycles from prospecting through signature. The successful candidate will own commercial strategy while partnering with a Solutions Engineer for technical validation. Required expertise includes enterprise AppSec, DevSecOps, or software supply-chain security sales, native or fluent German, and a record of closing seven-figure deals. This is a highly autonomous role focused on competitor displacement, executive engagement, and long-cycle strategic account development. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior strategic sales position requiring specialized security-domain credibility, German-language executive communication, and proven success in seven-figure enterprise transactions. Success depends on independently navigating long, complex buying cycles while creating early pipeline momentum. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$180,000US market range (per year)$140k–$230k0$253.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation was disclosed. The figures are estimated annual USD market compensation for a senior enterprise cybersecurity account executive; actual pay may combine base salary, variable commission, and equity. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Account strategy](https://jobicy.com/jobs?search_keywords=Account%20strategy.md)[New logo acquisition](https://jobicy.com/jobs?search_keywords=New%20logo%20acquisition.md)[Application security](https://jobicy.com/jobs?search_keywords=Application%20security.md)[DevSecOps](https://jobicy.com/jobs?search_keywords=DevSecOps.md)[Software supply chain security](https://jobicy.com/jobs?search_keywords=Software%20supply%20chain%20security.md)[C-suite engagement](https://jobicy.com/jobs?search_keywords=C-suite%20engagement.md)[Complex sales cycles](https://jobicy.com/jobs?search_keywords=Complex%20sales%20cycles.md)[Competitive displacement](https://jobicy.com/jobs?search_keywords=Competitive%20displacement.md)[German language proficiency](https://jobicy.com/jobs?search_keywords=German%20language%20proficiency.md)[Pipeline development](https://jobicy.com/jobs?search_keywords=Pipeline%20development.md)[Stakeholder management](https://jobicy.com/jobs?search_keywords=Stakeholder%20management.md)[Solutions engineering collaboration](https://jobicy.com/jobs?search_keywords=Solutions%20engineering%20collaboration.md) Sample interview questionsDescribe a seven-figure enterprise security deal you closed and the strategy that led to the win.I would explain the account context, buying committee, security and commercial risks, and the account plan used to build consensus. I would quantify the outcome and highlight how I aligned technical validation, executive sponsorship, procurement, and legal processes. How would you approach an enterprise account that previously selected a competitor? I would first map the original decision criteria, incumbent implementation, stakeholder changes, and any unmet business or security outcomes. Then I would create a point of view around the gaps, engage multiple technical and executive personas, and use a phased evaluation tied to measurable value. How do you build pipeline within a portfolio of only 20–25 strategic accounts? I prioritize detailed account research, trigger events, whitespace analysis, and persona mapping rather than high-volume outreach. Each account receives a tailored pursuit plan with clear hypotheses, executive engagement paths, partner leverage, and leading indicators for pipeline progress. How do you partner with a Solutions Engineer while retaining commercial ownership of a deal? I set a shared mutual action plan that distinguishes business outcomes, technical success criteria, and stakeholder responsibilities. The Solutions Engineer leads technical credibility and validation, while I manage executive alignment, competitive strategy, commercial value, and the path to signature. How do you maintain momentum during a six- to twelve-month enterprise sales cycle? I establish mutual milestones early, continuously validate urgency and decision ownership, and create value-based interactions for each stakeholder group. I also inspect deal risks regularly, secure executive sponsorship, and identify smaller near-term wins that sustain engagement while the broader decision progresses. Opportunity details ## About this role. 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, 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 — our expertise is unmatched, and our commitment to helping organisations build faster, safer software is unwavering. More than 2,000 organisations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimise their software supply chains. We are hiring a Senior Enterprise Account Executive to own the largest, most complex, and most strategically important accounts across DACH, Benelux, and the Nordics. This is not a volume-driven role; this is a strategic sniper position focused on no more than 20–25 high-value enterprise targets. Territory & Target Account Focus This role is a pure net-new logo hunting role. You will own a curated portfolio of the top enterprise accounts in the region, including: DACH (approx. 20 accounts) Benelux + Nordics (approx. 5 accounts) These accounts represent some of Europe’s largest and most software-dependent organisations across automotive, industrial automation, pharmaceuticals, financial services, energy, and high-tech manufacturing. Many of these accounts are greenfield. Others are former customers we intend to win back. You are expected to develop account-specific strategies, build multi-threaded relationships, and deliver large-scale new business revenue. ### What You’ll Do: * Be Bold & Lead: You will target organizations that have previously said “no” or chosen a competitor. You will challenge their status quo and show them why Sonatype’s proactive protection is the only viable path forward. * Orchestrate 7-Figure Wins: You will manage complex, multi-stakeholder sales cycles from cold outreach to signature, navigating the C-Suite of Europe’s largest enterprises. * Win Back Market Share: You will identify gaps in competitor delivery within key accounts and position Sonatype’s platform to displace incumbents. * Own Your Business: You act as the CEO of your territory (“Lone Wolf” autonomy with “Pack” support). You set the strategy, you build the relationships, and you are accountable for the results. * Collaborate: You will work lock-step with a dedicated Solutions Engineer (SE) to deliver the technical win, while you own the commercial strategy entirely. ### What You Bring: * Elite Deal Experience: Proven track record of closing 7-figure software deals in the Enterprise Software, DevSecOps, or AppSec space. * Mandatory Industry DNA: You must come from our industry. We require a proven background in selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security technology. You need to understand the nuance of selling to CISO and Engineering leadership—general SaaS experience is not enough for this role. * Linguistic Precision:Native/Fluent German is mandatory. You must be able to communicate complex value propositions to C-level stakeholders in German and English. (Dutch or Nordic languages are a strong plus). * Turnaround Tenacity: Experience displacing competitors or winning back “lost” customers. You don’t need marketing air cover to book a meeting. * Strategic Patience: The ability to map complex organisations and manage 6-12 month sales cycles while delivering short-term wins (“accelerating at speed”) in the first 90 days. ### Compensation ### Additional Information At Sonatype, we believe that how we work is just as important as what we build. Our values aren’t just words, they shape every conversation, decision, and hire we make. Customers at Our Core: We obsess over creating customer value, not just satisfaction. Whether you’re building solutions, driving engagement, or refining process, you’ll use data, feedback, and empathy to help our customers achieve lasting success. Be Bold & Lead: We challenge the status quo, take smart risks, and set the pace for our industry. You’ll be empowered to act like an owner, speak up with conviction, and lead through innovation shaping the future of secure software development. Inclusive Collaboration: We work better together. We bring authenticity and respect to every interaction, value diverse perspectives, and create psychological safety so every voice can be heard. Collaboration here means building trust, sharing credit, and celebrating collective wins. Relentless Innovation: We stay curious, experiment often, and learn continuously. From exploring emerging technologies to rethinking old systems, we encourage curiosity and celebrate both success and the lessons that come from failure. Trust & Accountability: Trust is our foundation. We communicate transparently, deliver on commitments, and take ownership for outcomes. Integrity guides how we show up for our customers, our colleagues, and our community. If you’re someone who thrives on bold thinking, relentless innovation, and delivering value to customers, you’ll fit right in. Things That We Are Proud Of 2024 BuiltIn Best Places to Work European Enterprise Awards 2023: Best Enterprise SaaS Provider Constellation AST Shortlist 2024 for Application Security Testing Data Breakthrough Awards 2024: Open Source Data Solution of the Year Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Forrester Wave Leader in Software Composition Analysis 2023 Gartner Magic Quadrant Recognition We also take time to care for our people: Company Wellness Week – We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth. 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 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. Show more [Apply now >](https://jobicy.com/jobs/157338-enterprise-account-executive-dach-7.md) > Annual salary information is not provided for this position. 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