Job Description - Business Development Lead (EST0002YL) Business Development Lead - ( EST0002YL ) We'll inspire and empower you to deliver your best work so you can evolve, grow and succeed - today and into tomorrow. We offer an exciting range of opportunities to develop your career within a supportive and diverse team who always strive to do the right thing for our people, clients and communities. People are our greatest asset, and we offer a competitive package to retain and attract the best talent. In addition to the benefits you'd expect, UK employees also receive free single medical cover and digital GP service, family friendly benefits such as enhanced parental leave pay and free membership of employee assistance and parental programmes, plus reimbursement towards relevant professional development and memberships. We also give back to our communities through our Collectively program which incorporates matched funding, paid volunteering time and charitable donations. Work life balance and flexibility is a key focus area for us. We're happy to discuss hybrid, part time and flexible working hours, patterns and locations to suit you and our business. About the Opportunity Are you an experienced and dynamic business development professional looking for an exciting opportunity to lead sales activities within a multi disciplinary specialist consultancy business? We are seeking a results oriented Business Development Lead to drive growth and revenue generation, leveraging our strong expertise in the fields of Radioactive Waste Management and Disposal. This is a rare opportunity to join a high performing, quality driven team that takes great pride in its well established technical expertise, programme delivery and strong client relationships. Key Responsibilities Lead the development and execution of sales strategies and business development plans, focusing on leveraging our expertise in specialised fields and programmes. Develop and maintain strong relationships with client counterparts, acting as a trusted advisor and point of contact throughout the engagement. Facilitate client interfaces with our technical experts, ensuring smooth communication and collaboration to deliver optimal solutions. Build and maintain relationships with key decision makers within target organisations, leveraging industry networks, attending conferences, and arranging meetings. Manage the end to end sales cycle, from lead generation to contract negotiation and closure, ensuring a seamless and efficient process. Collaborate with internal teams, including technical specialists, legal, operations leads, project managers and governance teams to develop tailored proposals and solutions that address client needs and showcase our expertise. Proactively identify and pursue cross selling and upselling opportunities within existing client accounts. Drive the implementation of strategy in action, translating high level goals into practical sales activities and measurable outcomes. Stay abreast of industry trends, competitor activities, and regulatory changes to identify new market opportunities and stay ahead of the curve. Provide accurate sales forecasting, pipeline management, and regular reporting to senior management. Proactively support/manage key client accounts, fostering strong relationships and ensuring client satisfaction and retention. Develop and execute targeted marketing campaigns to strengthen our presence and capture new business opportunities within our adjacent markets. Significant experience in business development, sales, or account management roles within the professional services industry, preferably in a specialist or consultancy environment and/or the nuclear industry. Proven track record of successfully selling services in the specialised fields, demonstrating a deep understanding of client needs and the ability to position our expertise effectively. Demonstrates a strong capability to identify and capitalise on tactical opportunities that support, define, and align with longer term strategic goals. Excellent communication and presentation skills, with the ability to effectively engage with stakeholders at all levels. Strong written communication skills with the ability to effectively convey ideas, concepts, and proposals in a professional and engaging manner - writing proficiency will be assessed during the recruitment process. Established negotiation and closing skills, with a focus on building long term client relationships. Self motivated, driven, and results oriented, with a demonstrated ability to meet or exceed sales targets. Ability to work collaboratively in a team environment, fostering strong internal relationships and leveraging the expertise of technical specialists. Possessing knowledge of the field and demonstrating a strong understanding of technical subject matters is desirable but not strictly necessary. A bachelor's degree (or equivalent) in a relevant discipline is preferred, as it provides a solid foundation of knowledge in areas that closely align with our specific requirements. To apply, please submit your CV and a covering letter outlining your relevant experience and how you meet the requirements of the role. Our Culture Our values stand on a foundation of safety, integrity, inclusion and diversity. We put people at the heart of our business, and we genuinely believe that we all succeed by supporting one another through our culture of caring. We value positive mental health and a sense of belonging for all employees. We aim to embed inclusion and diversity in everything we do. We know that if we are inclusive, we're more connected, and if we are diverse, we're more creative. We accept people for who they are, regardless of age, disability, gender identity, gender expression, marital status, mental health, race, faith or belief, sexual orientation, socioeconomic background, and whether you're pregnant or on family leave. This is reflected in our wide range of Global Employee Networks centred on inclusion and diversity. We partner with VERCIDA to help us attract and retain diverse talent. For greater online accessibility, please visit to view and access our roles. As a Disability Confident employer, we will interview all disabled applicants who meet the minimum criteria for a vacancy. We welcome applications from candidates who are seeking flexible working and from those who may not meet all the listed requirements for a role. If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team. Primary Location United Kingdom - United Kingdom Countrywide - Didcot - UK Harwell Thomson Avenue HQ Building Travel Yes, 10 % of the Time Job Posting Aug 9, 2024, 10:55:34 AM Job Business Development/Sales/Marketing Organization CMS Job Type Experienced Work Locations UK Harwell Thomson Avenue HQ Building Thomson Avenue, Harwell Oxford Didcot OX11 0GD Capabilities: Nuclear Cleanup and Decommissioning
Jan 03, 2026
Full time
Job Description - Business Development Lead (EST0002YL) Business Development Lead - ( EST0002YL ) We'll inspire and empower you to deliver your best work so you can evolve, grow and succeed - today and into tomorrow. We offer an exciting range of opportunities to develop your career within a supportive and diverse team who always strive to do the right thing for our people, clients and communities. People are our greatest asset, and we offer a competitive package to retain and attract the best talent. In addition to the benefits you'd expect, UK employees also receive free single medical cover and digital GP service, family friendly benefits such as enhanced parental leave pay and free membership of employee assistance and parental programmes, plus reimbursement towards relevant professional development and memberships. We also give back to our communities through our Collectively program which incorporates matched funding, paid volunteering time and charitable donations. Work life balance and flexibility is a key focus area for us. We're happy to discuss hybrid, part time and flexible working hours, patterns and locations to suit you and our business. About the Opportunity Are you an experienced and dynamic business development professional looking for an exciting opportunity to lead sales activities within a multi disciplinary specialist consultancy business? We are seeking a results oriented Business Development Lead to drive growth and revenue generation, leveraging our strong expertise in the fields of Radioactive Waste Management and Disposal. This is a rare opportunity to join a high performing, quality driven team that takes great pride in its well established technical expertise, programme delivery and strong client relationships. Key Responsibilities Lead the development and execution of sales strategies and business development plans, focusing on leveraging our expertise in specialised fields and programmes. Develop and maintain strong relationships with client counterparts, acting as a trusted advisor and point of contact throughout the engagement. Facilitate client interfaces with our technical experts, ensuring smooth communication and collaboration to deliver optimal solutions. Build and maintain relationships with key decision makers within target organisations, leveraging industry networks, attending conferences, and arranging meetings. Manage the end to end sales cycle, from lead generation to contract negotiation and closure, ensuring a seamless and efficient process. Collaborate with internal teams, including technical specialists, legal, operations leads, project managers and governance teams to develop tailored proposals and solutions that address client needs and showcase our expertise. Proactively identify and pursue cross selling and upselling opportunities within existing client accounts. Drive the implementation of strategy in action, translating high level goals into practical sales activities and measurable outcomes. Stay abreast of industry trends, competitor activities, and regulatory changes to identify new market opportunities and stay ahead of the curve. Provide accurate sales forecasting, pipeline management, and regular reporting to senior management. Proactively support/manage key client accounts, fostering strong relationships and ensuring client satisfaction and retention. Develop and execute targeted marketing campaigns to strengthen our presence and capture new business opportunities within our adjacent markets. Significant experience in business development, sales, or account management roles within the professional services industry, preferably in a specialist or consultancy environment and/or the nuclear industry. Proven track record of successfully selling services in the specialised fields, demonstrating a deep understanding of client needs and the ability to position our expertise effectively. Demonstrates a strong capability to identify and capitalise on tactical opportunities that support, define, and align with longer term strategic goals. Excellent communication and presentation skills, with the ability to effectively engage with stakeholders at all levels. Strong written communication skills with the ability to effectively convey ideas, concepts, and proposals in a professional and engaging manner - writing proficiency will be assessed during the recruitment process. Established negotiation and closing skills, with a focus on building long term client relationships. Self motivated, driven, and results oriented, with a demonstrated ability to meet or exceed sales targets. Ability to work collaboratively in a team environment, fostering strong internal relationships and leveraging the expertise of technical specialists. Possessing knowledge of the field and demonstrating a strong understanding of technical subject matters is desirable but not strictly necessary. A bachelor's degree (or equivalent) in a relevant discipline is preferred, as it provides a solid foundation of knowledge in areas that closely align with our specific requirements. To apply, please submit your CV and a covering letter outlining your relevant experience and how you meet the requirements of the role. Our Culture Our values stand on a foundation of safety, integrity, inclusion and diversity. We put people at the heart of our business, and we genuinely believe that we all succeed by supporting one another through our culture of caring. We value positive mental health and a sense of belonging for all employees. We aim to embed inclusion and diversity in everything we do. We know that if we are inclusive, we're more connected, and if we are diverse, we're more creative. We accept people for who they are, regardless of age, disability, gender identity, gender expression, marital status, mental health, race, faith or belief, sexual orientation, socioeconomic background, and whether you're pregnant or on family leave. This is reflected in our wide range of Global Employee Networks centred on inclusion and diversity. We partner with VERCIDA to help us attract and retain diverse talent. For greater online accessibility, please visit to view and access our roles. As a Disability Confident employer, we will interview all disabled applicants who meet the minimum criteria for a vacancy. We welcome applications from candidates who are seeking flexible working and from those who may not meet all the listed requirements for a role. If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team. Primary Location United Kingdom - United Kingdom Countrywide - Didcot - UK Harwell Thomson Avenue HQ Building Travel Yes, 10 % of the Time Job Posting Aug 9, 2024, 10:55:34 AM Job Business Development/Sales/Marketing Organization CMS Job Type Experienced Work Locations UK Harwell Thomson Avenue HQ Building Thomson Avenue, Harwell Oxford Didcot OX11 0GD Capabilities: Nuclear Cleanup and Decommissioning
Location: London, Manchester, Birmingham, Leeds or Bristol Leading a team of Chinese Category Field Sales Executives nationally About the team United Kingdom & Ireland (UK&I) is the largest market for Deliveroo and is at the forefront of strategic, commercial and operational innovation. Our partner-facing commercial teams present one of the biggest growth opportunities available to Deliveroo and we are building a team of commercially savvy, entrepreneurial and ambitious individuals to help us fulfil our partners potential in key categories. About the role Reporting directly to the Head of Sales and working closely with the Regional Directors and their leadership teams, the Regional Sales Managers will be responsible for the Chinese category sales team across UKI and its performance. You will be managing a team of Field Sales Executives, ensuring that they hit their sales targets. This will involve direct support in-the-field signing best local restaurants in deals which require compelling proposals and complex negotiations. You will also be supporting the Regional managers to ensure we translate local knowledge to your team's priorities and work closely with the Regional Directors to ensure your team delivers the Regional strategies. You will role model best-in-class behaviours in Salesforce and support the roll out of training programmes developed by the central sales organisation and Head of Sales in addition to providing 2 way feedback. What you'll do Sales Expert: Managing your team of direct reports to map, prospect, pitch and close the highest potential restaurants across your region in an organised fashion. Commercial Acumen: work with commercial teams to structure complex deals and negotiate effectively with restaurants to achieve the best outcomes for Deliveroo. Sales Execution & Pipeline Management: own overall pipeline management in their region with regular reviews. Communication: Understanding and succinctly communicating Deliveroo's value proposition to support the sell in to restaurants (physical visits, emails, calls, and social media). Keep senior internal stakeholders informed of the sales progress within your region. People Management & Coaching: significant time in-field leading their teams on the ground - providing structure, clarity on priorities and setting clear and stretching goals. Hiring, Onboarding & Training: hire top-tier talent working with recruitment and then manage onboarding - role-modelling best practices and embedding tools, processes and rules of engagement. Performance Management: strict management of underperformance via PiPs working directly with HR. Process Improvements: Gain insight in-field into challenges and opportunities for the sales team and work with the Head of Sales to roll out improvements (eg. SF efficiencies). Regional Alignment and Strategic Deals: work closely alongside RMs/CMs to align on regional priorities (eg. CVP gaps) and support BDMs with deals/negotiations with key partners involving cross-functional support eg. Marketing. Territory & Planning: optimise how their teams work the market including efficient routing. Track competitor moves and surface market insights that inform broader sales strategy. Problem Solving: The first point of escalation for the RSM team, resolving local issues quickly and keeping their region aligned with wider sales and cross-functional priorities. Tasting: Sample food from a variety of high quality establishments and attend restaurant and food meet ups. Enjoy the restaurant scene and have an interest in new and different cuisines. Key Goal: Number priority restaurants signed each month in your Region. Additional goals include: Onboarding excellence and upsells - e.g. maximising commercial opportunity, selling in marketing packages at launch, menu completeness at go live. Time spent giving feedback and training to more junior team members of the team on their sales performance. Requirements Be comfortable with targeting new business and have sales experience. 5+ years of sales and commercial experience. Time spent managing a team and ensuring that they hit targets. Negotiator able to structure win win deals for restaurants and for Deliveroo. Commercially knowledgeable who understands the economics of food delivery - for restaurants and Deliveroo. Be able to demonstrate product and industry knowledge to clients. Aspiring leader able to influence colleagues to achieve team goals. Capable of managing cross functional initiatives to improve ways of working. Take ownership and work within demanding targets. Have an interest in all things food and restaurants. Be tenacious and motivated. Live within assigned region. UK Driving Licence and a car. Fluent in Mandarin. Why Deliveroo Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders. We are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable. We give people the opportunity to buy what they want, as they want it, when and where they want it. We are a technology-driven company at the front line of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas. Workplace & Benefits At Deliveroo we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, well being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country specific, please ask your recruiter for more information. Diversity At Deliveroo, we believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest growing businesses in a rapidly growing industry. We are committed to diversity, equity and inclusion in all aspects of our hiring process. We recognise that some candidates may require adjustments to apply for a position or fairly participate in the interview process. If you require any adjustments, please don't hesitate to let us know. We will make every effort to provide the necessary adjustments to ensure you have an equitable opportunity to succeed.
Jan 01, 2026
Full time
Location: London, Manchester, Birmingham, Leeds or Bristol Leading a team of Chinese Category Field Sales Executives nationally About the team United Kingdom & Ireland (UK&I) is the largest market for Deliveroo and is at the forefront of strategic, commercial and operational innovation. Our partner-facing commercial teams present one of the biggest growth opportunities available to Deliveroo and we are building a team of commercially savvy, entrepreneurial and ambitious individuals to help us fulfil our partners potential in key categories. About the role Reporting directly to the Head of Sales and working closely with the Regional Directors and their leadership teams, the Regional Sales Managers will be responsible for the Chinese category sales team across UKI and its performance. You will be managing a team of Field Sales Executives, ensuring that they hit their sales targets. This will involve direct support in-the-field signing best local restaurants in deals which require compelling proposals and complex negotiations. You will also be supporting the Regional managers to ensure we translate local knowledge to your team's priorities and work closely with the Regional Directors to ensure your team delivers the Regional strategies. You will role model best-in-class behaviours in Salesforce and support the roll out of training programmes developed by the central sales organisation and Head of Sales in addition to providing 2 way feedback. What you'll do Sales Expert: Managing your team of direct reports to map, prospect, pitch and close the highest potential restaurants across your region in an organised fashion. Commercial Acumen: work with commercial teams to structure complex deals and negotiate effectively with restaurants to achieve the best outcomes for Deliveroo. Sales Execution & Pipeline Management: own overall pipeline management in their region with regular reviews. Communication: Understanding and succinctly communicating Deliveroo's value proposition to support the sell in to restaurants (physical visits, emails, calls, and social media). Keep senior internal stakeholders informed of the sales progress within your region. People Management & Coaching: significant time in-field leading their teams on the ground - providing structure, clarity on priorities and setting clear and stretching goals. Hiring, Onboarding & Training: hire top-tier talent working with recruitment and then manage onboarding - role-modelling best practices and embedding tools, processes and rules of engagement. Performance Management: strict management of underperformance via PiPs working directly with HR. Process Improvements: Gain insight in-field into challenges and opportunities for the sales team and work with the Head of Sales to roll out improvements (eg. SF efficiencies). Regional Alignment and Strategic Deals: work closely alongside RMs/CMs to align on regional priorities (eg. CVP gaps) and support BDMs with deals/negotiations with key partners involving cross-functional support eg. Marketing. Territory & Planning: optimise how their teams work the market including efficient routing. Track competitor moves and surface market insights that inform broader sales strategy. Problem Solving: The first point of escalation for the RSM team, resolving local issues quickly and keeping their region aligned with wider sales and cross-functional priorities. Tasting: Sample food from a variety of high quality establishments and attend restaurant and food meet ups. Enjoy the restaurant scene and have an interest in new and different cuisines. Key Goal: Number priority restaurants signed each month in your Region. Additional goals include: Onboarding excellence and upsells - e.g. maximising commercial opportunity, selling in marketing packages at launch, menu completeness at go live. Time spent giving feedback and training to more junior team members of the team on their sales performance. Requirements Be comfortable with targeting new business and have sales experience. 5+ years of sales and commercial experience. Time spent managing a team and ensuring that they hit targets. Negotiator able to structure win win deals for restaurants and for Deliveroo. Commercially knowledgeable who understands the economics of food delivery - for restaurants and Deliveroo. Be able to demonstrate product and industry knowledge to clients. Aspiring leader able to influence colleagues to achieve team goals. Capable of managing cross functional initiatives to improve ways of working. Take ownership and work within demanding targets. Have an interest in all things food and restaurants. Be tenacious and motivated. Live within assigned region. UK Driving Licence and a car. Fluent in Mandarin. Why Deliveroo Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders. We are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable. We give people the opportunity to buy what they want, as they want it, when and where they want it. We are a technology-driven company at the front line of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas. Workplace & Benefits At Deliveroo we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, well being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country specific, please ask your recruiter for more information. Diversity At Deliveroo, we believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest growing businesses in a rapidly growing industry. We are committed to diversity, equity and inclusion in all aspects of our hiring process. We recognise that some candidates may require adjustments to apply for a position or fairly participate in the interview process. If you require any adjustments, please don't hesitate to let us know. We will make every effort to provide the necessary adjustments to ensure you have an equitable opportunity to succeed.
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, 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. 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 () 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. 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. 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 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 & Accountability Trust is our foundation. We communicate transparently, deliver on commitments, and take ownership for outcomes. Integrity guides how we show up for our customers, our colleagues, and our community. If you're someone who thrives on bold thinking, relentless innovation, and delivering value to customers then you'll fit right in. Things That We Are Proud Of 2024 BuiltIn Best Places to Work European Enterprise Awards 2023: Best Enterprise SaaS Provider Constellation AST Shortlist 2024 for Application Security Testing Data Breakthrough Awards 2024: Open Source Data Solution of the Year Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Forrester Wave Leader in Software Composition Analysis 2023 Gartner Magic Quadrant Recognition We also take time to care for our people: Company Wellness Week - We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth. 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 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.
Jan 01, 2026
Full time
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, 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. 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 () 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. 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. 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 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 & Accountability Trust is our foundation. We communicate transparently, deliver on commitments, and take ownership for outcomes. Integrity guides how we show up for our customers, our colleagues, and our community. If you're someone who thrives on bold thinking, relentless innovation, and delivering value to customers then you'll fit right in. Things That We Are Proud Of 2024 BuiltIn Best Places to Work European Enterprise Awards 2023: Best Enterprise SaaS Provider Constellation AST Shortlist 2024 for Application Security Testing Data Breakthrough Awards 2024: Open Source Data Solution of the Year Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Forrester Wave Leader in Software Composition Analysis 2023 Gartner Magic Quadrant Recognition We also take time to care for our people: Company Wellness Week - We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth. 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 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.
