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 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.

On a daily basis you will

• 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 to set daily activity and accurately forecast opportunity pipeline.

The skills you will demonstrate

• 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)
• expertise; you know it and cant 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

The soft skills you will demonstrate

• 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.

Nice to have

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

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