Account Executive (Spanish and Italian speaker)

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 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 were enabling enterprises to build agentic software factories that can move quickly while maintaining the control consistency and evidence required to ship with confidence.

Position:

Sonar is looking for an Inside Sales Executive to join a Major Accounts pod and support two Major Account Managers in covering a portfolio of key accounts end to end. You will help the pod reach complete coverage of each account by prospecting into entities that are not yet customers and supporting entities that already run Sonar instances. You will own the full sales cycle on the opportunities you source: qualification proof of concept business case negotiation with procurement and close.

On a daily basis you will

• Partner with two Major Account Managers in a pod model to build and execute account plans that give full coverage of key accounts and their business units

• Generate new leads and opportunities in entities of key accounts that are not yet Sonar customers using a multi-channel approach (LinkedIn email video cold calls and meetings) to convert identified prospects into new logos

• Work with channel partners to generate and grow pipeline within the accounts you cover

• Engage and grow entities that already run Sonar instances identifying new teams use cases products and editions

• Qualify opportunities with BANT and MEDDPICC to understand the customers needs pains decision process economic buyer and champion

• Run discovery calls and demos and guide prospects through proofs of concept and trials with Solutions Engineers validating Sonars value against agreed success criteria

• Size and quote customer software license needs

• Build the business case and mutual action plan with the customer then drive the deal through stakeholder alignment security and legal review negotiation with procurement and signature

• Capture all account and opportunity information accurately in Salesforce (stage next steps forecast category MEDDPICC fields) and use it to set daily activity and forecast the pipeline

• Support Marketing with account-based customer-focused campaigns and work with SDRs Customer Success and Sales Operations to hand over smoothly after the sale

• Meet or exceed quarterly and yearly targets for pipeline creation and bookings

• Share customer and competitive insights and proactively build grow and share sales team best practices

The skills you will demonstrate

• Have 2 to 5 years of experience in a B2B sales role (Inside Sales SDR/BDR moving into an AE role Account Executive or Account Manager) ideally in a SaaS or subscription model

• Have a proven track record of creating pipeline and closing deals with exposure to the full sales cycle from prospecting to negotiation

• Know a structured qualification methodology such as BANT and MEDDPICC and apply it consistently to understand customer needs pains and decision processes

• Have experience selling a technical product to a technical buyer as well as to business stakeholders such as security teams and procurement

• Have proven prospecting skills across channels and tools such as Outreach ZoomInfo SalesLoft LinkedIn calling and networking

• Be familiar with selling to and negotiating with mid-market and enterprise customers including deals above 20k USD

• Communicate confidently with executive-level contacts and tailor value messages to the persona with both bottom-up and top-down approaches

• Be comfortable running discovery calls demos and technical evaluations or POCs alongside a Solutions Engineer

• Be able to negotiate commercial terms and navigate procurement legal and security reviews through to signature

• Have Salesforce expertise and be highly organized: manage many accounts and opportunities in parallel with accurate CRM hygiene and forecasting

• Be customer-centric: we want happy customers

• Show strong communication and listening skills handle objections well and welcome feedback and coaching

• Be a self-driven proactive and hungry team player who works well in a pod structure with senior Account Managers and cares about team and company goals

• Have experience selling software development tooling or selling into the development side of IT and closing deals internationally (a plus)

• Be curious about how AI-assisted development changes code quality and security

In-office culture

Were intentional about this. We believe the best teams are built in the room together. Three anchor days Mondays Tuesdays and Thursdays create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted if thats not where you are today were happy to support relocation for the right person.

We value diversity equity and inclusion

At Sonar we believe that our diversity is our strength. We are a global company that values and respects different backgrounds perspectives and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants regardless of race color religion gender gender identity or expression sexual orientation national origin genetics disability age or veteran status.

If you need any accommodation please reach out to us at emailprotected .

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.

Required Experience:

IC