Account Executive

Who is Sonar? Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.

Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly. Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory. Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos. Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence. Size and quote customer software license needs. Interact with prospects over phone, email, video conference, and on-site meetings when necessary. Support marketing efforts with account-based customer-focused marketing campaigns. Proactively engage in building, growing, and sharing sales team best practices. Accurately capture and report all aspects of account and opportunity information within the SFDC platform. Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

Proven successful 3-4+ years of experience in a B2B sales role, ideally in a SaaS or subscription model. Focus on building and managing customer relationships. Experience selling a technical product to a technical buyer. Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking. Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won. Familiarity in supporting and selling to mid market customers and managing and negotiating (> 20k USD) deals. Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings. Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach) Salesforce.com expertise; you know it and can’t imagine sales without it. Customer-Centric focus; We Want Happy Customers. Written and spoken English at a professional level. Desirable language skills: German, French, Italian and Spanish

Strong communication and listening skills: handling objections and taking feedback and coaching. Team player interested in seeing the company goals achieved alongside the team and individual goals. Self-driven, desire to succeed, hungry and proactive attitude.

Experience in Software Development Tooling sales or experience selling into the Development side of IT. Experience with selling and closing deals internationally.