Enterprise Account Executive, Japan

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. • Demonstrate the willingness and ability to apply MEDDPICC and Challenger sales methodologies to sales execution. What you bring to the team: • A minimum of five (5) years of quota-carrying sales experience in enterprise software sales within the assigned territory is required. • Proven software sales experience within the Agile, DevSecOps, and/or Open Source domains. • Formal training in software sales prospecting and a high degree of motivation for aggressively hunting new sales opportunities within existing accounts and professionally following up on leads. • Demonstrated ability to construct regional territory account plans, cultivate new partnerships, and develop business relationships that contribute to new customer acquisition and sustained revenue growth. • Must be a collaborative team member, comfortable operating within a rapidly evolving, high-growth, and dynamic environment. • Exceptional interpersonal skills, persuasive personal presence, and strong presentation abilities are essential. • Highly driven and ambitious for success, with a consistent and verifiable record of overachievement against targets. • Experience and comprehensive understanding of the rapidly developing DevOps and/or Application Security market. • Japanese language is required. A highly performant team, characterised by a strong focus on long-term strategic planning, organisational efficiency, the successful delivery of business and operational outcomes, together with an inherent commitment to over-achievement. The team has achieved over 100% Year-on-Year Growth, surpassing all key performance indicators (KPIs) at both the team and individual levels. As of the end of Q3, three team members had already exceeded their 2025 annual quota, resulting in high individual earnings and job satisfaction which drives confidence and momentum for the future. It is projected that every member of the team will have exceeded their quota by the end of the fiscal year. Our Values in Action   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 & Accountabil…