高级客户经理，北欧及波罗的海地区
Senior Account Executive, Nordics & Baltics
Sonatype 是软件供应链安全公司。我们提供全球最完善的端到端软件供应链安全解决方案，结合唯一针对恶意开源代码的主动防护、唯一企业级 SBOM 管理以及领先的开源依赖管理平台。这使企业能够大规模创建和维护安全、高质量且具有创新性的软件。
作为 Nexus Repository 的创始人和 Maven Central 的管理者，世界上最大的 Java 开源软件仓库，我们是软件先驱，我们的开源专业知识无可匹敌。我们以无与伦比的承诺，推动更快、更安全的软件构建，并利用人工智能和数据智能来降低风险、提高效率并推动强大的软件开发。
超过 2000 家组织，包括 70% 的财富 100 强企业以及 1500 万软件开发者，依靠 Sonatype 来优化他们的软件供应链。
Sonatype 正在扩大在北欧地区的影响力，我们正在寻找一位高级客户经理，负责北欧和波罗的海地区的收入增长。随着 AI 编码助手和开源代码摄入的加速，软件供应链安全已成为全球企业组织的战略性、董事会级别的优先事项。
加入 Sonatype 全球表现最佳的销售团队之一，你将负责一个高增长的区域，肩负双重使命：获取高价值的企业新客户，并扩展现有客户的使用。通过 Sonatype Firewall 作为高速商业切入点，你将跨职能合作，扩大市场影响力，同时建立基于信任的长期客户关系。这个职位适合一位自主性强、商业纪律严明的销售人员，能够在高责任环境中茁壮成长，并致力于提升业绩标准。
职责：
区域领导与外向执行
执行主动的基于客户的战略，针对北欧和波罗的海地区的企业客户进行外向销售。
全程管理企业销售流程——从发现和价值定位到复杂的利益相关者协调和成交。
推动平衡的组合策略：获取新的企业客户，同时系统性地扩展活跃客户中多产品的使用（Nexus Repository、Lifecycle、Firewall 和 Nexus One）。
运营纪律与管道责任
保持严格的 CRM 卫生习惯，确保数据准确性和流程规范。
查看英文原文
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.
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.