Success in this role looks like:

Territory Expansion & Hunting Dominance: Establish a highly predictable, linear revenue engine through the aggressive acquisition of net-new Federal Civilian accounts and targeted multi-bureau expansions within existing footprints.

Federal Procurement Engineering: Complex federal transactions maneuver smoothly through agency-specific budgetary, legal, and procurement checkpoints by keeping deals mapped to preferred contract vehicles (e.g., SEWP, GSA, CHESS, SMARTBUY) and partner-held contract nodes early in the sales cycle.

Strategic Value Realization: Civilian technology leaders and information security officers view Sonatype as an unassailable mission enabler rather than an isolated scanning tool, resulting in larger initial transaction values and high programmatic account stickiness.

Competitive Defense & Technical Wins: Secure definitive technical selections in complex competitive bake-offs by effectively aligning Sonatype's automated policy enforcement patterns with federal cyber mandates (e.g., Executive Orders on Cybersecurity, secure software directives).

Frictionless Cross-Functional Sync: Internal validation stages run efficiently through disciplined coordination with Sales Engineering and inside teams, ensuring proof-of-concept (PoC) frameworks are cleanly scoped against defined, measurable agency parameters.

You will be successful when:

Quarterly and annual Net New ACV allocation quotas are met or outpaced with high landing predictability and data hygiene within Salesforce.com.

Deep executive and practitioner relationships are established across civilian agency bureaus, producing a stable, qualified pipeline three times your target quota density.

Partner-influenced and partner-led pipelines expand through regular account-mapping and enablement loops with key federal resellers and prime contractors.

Role responsibilities:

Territory Ownership & Strategy: Architect, iterate, and execute a comprehensive strategic territory plan designed to penetrate, hunt, and expand Sonatype’s presence across assigned Federal Civilian Agencies.

Full-Lifecycle Enterprise Selling: Drive complex, multi-stakeholder federal software procurement cycles from initial technical discovery and mission mapping through to vehicle selection, contract award, and post-sale deployment velocity.

Consultative Discovery & Position: Run deep, problem-centric discovery sessions with public sector software development, AppSec, and IT operations teams to surface hidden software supply chain vulnerabilities and policy gaps.

Ecosystem Alliance Mobilization: Co-sell actively through the Federal channel infrastructure, aligning field activities with Federal Systems Integrators (FSIs), specialized contractors, and distributors to maximize deal reach.

Operational Forecast Rigor: Maintain impeccable CRM data quality, demonstrating command of your business through precise opportunity staging, look-ahead pipeline analysis, and objective deal risk mitigation.

Cross-Functional Team Collaboration: Lead the virtual internal team (Sales Engineering, inside sales, federal marketing, customer success) to optimize deal velocity and deliver flawless proof-of-concept executions.