Major Account Manager - MEA

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

Generate new leads and opportunities within an assigned account set, representing our largest and most strategic existing customer base at Sonar via upselling and cross-selling. Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews. Onboard customers throughout their entire journey with SonarSource commercial products. Develop relationships with champions within existing customer accounts. Size and quote customer software license needs. Negotiate and close upgrades to existing implementations. Interact with customers over phone, email, video conference, and on-site meetings when necessary. Support marketing efforts with account-based customer-focused marketing campaigns. Pro-actively 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 7+ 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. Experience selling to the Middle East/MEA market Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking. Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won. Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (> 100k USD) enterprise 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 lover; 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. Solid 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 and proactive attitude

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely. We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them. As the leader in our field, our products and services are as strong as our internal team members. We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

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