Account Executive, Agentic Code Review (Gitar.ai)

About the Role: You will be one of the founding Senior Account Executives on Sonar's AI Sales Specialist team. You'll own a named-account territory of AI-native startups (Series A–C) and digital-native unicorns headquartered in the Bay Area, building pipeline, running developer-led evaluations, and closing six- and seven-figure deals with VPs of Engineering, Heads of Platform/DevEx, and CTOs. This is a full-cycle, high-velocity role inside a category-defining platform. You'll be expected to spend real time in-person with customers — at their offices, at meetups, at our San Mateo office — because the buyers you're selling to value being met where they are. You'll run both strategic multi-threaded enterprise engagements and shorter‑cycle inside-sales-style closes on PLG-sourced opportunities. What You'll Do: Own the entire revenue cycle for your named-account territory: prospecting, technical discovery (with SEs), multi-threaded executive engagement, POV management, commercial negotiation, and close. Generate the majority of your own pipeline through targeted outbound, ecosystem relationships, and in-person presence across the Bay Area. Partner with Developer Advocacy and Marketing to convert PLG signal — workspace signups, evaluation activity, GitHub installs — into qualified enterprise opportunities. Design tailored land‑and‑expand motions that start from the developer experience and ladder up to platform-wide deals. Build durable relationships with engineering leaders in the Bay Area AI ecosystem and bring their feedback back into Product to shape the roadmap. Help us hire, ramp, and shape the culture of the AI Sales Specialist team as we scale. Convert product‑qualified leads (PQLs) — workspace signups, trial activity, GitHub installs — into closed revenue efficiently. Manage a mixed book simultaneously: multi‑threaded strategic deals and higher-velocity inside‑sales-style closes. Know when to invest deeply in a deal and when to accelerate a decision. Maintain rigorous CRM hygiene in Salesforce and run structured outreach sequences via Outreach or Salesloft. Experience Required: 5–8+ years of full-cycle, quota-carrying SaaS sales experience. 3+ years selling technical products to engineering, DevOps, platform, or security buyers. Documented track record of consistent quota attainment. Multiple six-figure ACV deals closed in the last 24 months, ideally including at least one seven-figure deal. Hands‑on experience running developer-led / PLG-to-enterprise sales motions where bottoms-up usage data shapes the buying committee. Fluent in modern software development — Git, CI/CD, code review workflows, SDLC tooling — to lead a technical conversation without an SE in the room when you have to. Based in the San Francisco Bay Area; willing to be in our San Mateo HQ multiple days per week and physically present with customers across SF, Palo Alto, Mountain View, and the Peninsula. Experience running velocity plays or shorter‑cycle inside-sales motions in addition to strategic enterprise selling. Proficient with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus. 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 [email protected] . #J-18808-Ljbffr Sonar