Enterprise Account Executive
Job Summary
Job Description
Sonar is a company that prevents code quality and security issues from reaching production, enhances developer productivity with AI, and improves developer experience. They analyze all code, supporting over 30 programming languages and used by millions of developers worldwide. The role involves utilizing sales skills to prospect, identify customers, highlight product value, and expand the customer base. The candidate will engage with developers and decision-makers across diverse industries and influence the sales team's direction. Responsibilities include generating leads, managing prospecting, engaging with prospects through multi-channels, owning the book of business, quoting software licenses, interacting with prospects via various communication methods, supporting marketing campaigns, sharing sales best practices, and accurately reporting account and opportunity information in Salesforce.com.
Must have:
- 7+ years B2B sales experience (SaaS/subscription)
- Build and manage customer relationships
- Sell technical products to technical buyers
- Territory planning and prospecting expertise
- Navigate and grow pipeline
- Manage enterprise deals (> $50k USD)
- Drive sales process via phone, email, virtual/on-site meetings
- Communicate with executives
- Salesforce.com proficiency
- Customer-centric focus
- Professional English (written/spoken)
- Strong communication and listening skills
- Team player
- Self-driven, hungry, proactive attitude
Good to have:
- Experience in a SaaS or subscription model
- Experience selling a technical product to a technical buyer
- Expertise in territory planning and prospecting
- Expertise in navigating and growing a pipeline
- Familiarity with supporting and selling to large enterprise customers
- Proficiency in communicating with executive-level contacts
- Handling objections and taking feedback
- Enthusiasm for learning and continuous education
Perks:
- Dynamic work culture
- Values respect and kindness
- Embraces the right to fail
- Values people skills as much as technical skills
- Friendly environment
- Passionate leadership
- Flexible work policy (3 days in-office, 2 days WFH for nearby locations)
- Full remote options (Dubai, India, Japan, Australia)
- Growth mindset
- Continuous education support
- Strong products and services
- Transparency with regular meetings and updates
5 skills required
Job Details
Who is Sonar?
Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.
We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.
We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.
And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.
At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.
Why You Should Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.
The Impact You Will Have:
Utilize your proven sales skills to prospect into your territory, identify customers’ buying circle and economic buyers, highlight product value, drive adoption, and significantly expand our customer base. Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory!
What You Will Do Daily:
- 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.
The Experience You Will Need:
- 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.
- 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 large enterprise customers and managing and negotiating (> 50k 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 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.
- 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.
Why You Will Love It Here:
- 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.
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.
All offers of employment at Sonar are contingent upon the precise 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.
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