Senior Account Executive, Nordics & Baltics

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