Note: The job is a remote job and is open to candidates in USA. Sonatype is the software supply chain security company providing end-to-end solutions for software security. They are seeking an Inside Sales Representative focused on state and local agencies, who will be responsible for accelerating new logo acquisition and managing high-velocity sales cycles within the public sector.
Responsibilities
- Prospect, qualify, advance, and close high-velocity transaction flows within your assigned territory framework (Federal DC Metro or Central SLED)
- Maintain a high daily volume of outbound touches (calls, emails, social outreach) to uncover latent application security needs inside target agencies
- Lead the internal orchestration and timely drafting of technical and commercial responses to public RFIs, RFPs, and agency solicitations
- Partner closely with regional channel accounts, systems integrators, and distribution partners to track registrations and secure transactional closure
- Conduct precise technical-commercial discoveries, positioning Sonatype’s automated software supply chain protection as a non-negotiable compliance standard
- Protect territory forecasting hygiene through meticulous milestone updates inside our GTM execution platforms
Skills
- Demonstrated success within a high-performing Business Development Representative (BDR) or Inside Sales role, showing a clear readiness to own a full quota and close business directly
- Exceptional organizational skills and psychological resilience; comfortable managing 30+ active deal cycles concurrently without losing execution quality
- Foundational understanding of public procurement concepts (e.g., FAR, agency purchasing schedules, or state-specific contracting vehicles) or a rapid aptitude to learn them
- Ability to articulate complex Application Security Testing (AST) and SBOM compliance regulations in a clear, business-value manner to technical users and purchasing buyers
- Highly skilled at working cross-functionally with pre-sales engineering, legal, channel partners, and regional field marketing teams
Benefits
- Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
- Paid Volunteer Time Off (VTO)
- 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.
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