Sonar Source

Major Expansion Account Manager

Major Account Manager - France & BENELUX - French Speaker

Major Account Manager - DACH

Enterprise Field Representative

Enterprise Account Manager - France & BENELUX

Enterprise Account Executive - Tokyo

Enterprise Account Executive - Melbourne

As a Major Expansion Account Manager at SonarSource, you will leverage your 5+ years of B2B sales experience (ideally in SaaS) to expand their customer base.  Responsibilities include generating leads, managing customer relationships, upselling/cross-selling to existing large enterprise accounts (>100k USD deals), onboarding new customers, negotiating licenses, and collaborating with marketing.  You will utilize Salesforce.com for pipeline management and reporting.  This role requires strong communication skills, technical product selling experience, and proficiency in navigating enterprise sales processes.

Enterprise Account Executive - India

<div class="section page-centered" data-qa="job-description"><div><b style="font-size: 18px">Why should I Apply:</b></div><div><br></div><div><span style="font-size: 16px">At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.</span></div><div><br></div><div><span style="font-size: 16px">We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity 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: provide solutions that deliver Clean Code.</span></div><div><br></div><div><b style="font-size: 18px;">The impact you will have </b><span style="font-size: 18px;">&nbsp;</span></div><div><br></div><div><span style="font-size: 16px;">Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. </span></div><div><br></div><div><span style="font-size: 16px;">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!</span></div></div><div class="section page-centered"><div><h3>On a daily basis, you will</h3><ul class="posting-requirements plain-list"><ul><li>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.</li><li>Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.</li><li>Onboard customers throughout their entire journey with SonarSource commercial products.</li><li>Develop relationships with champions within existing customer accounts.</li><li>Size and quote customer software license needs.</li><li>Negotiate and close upgrades to existing implementations.</li><li>Interact with customers over phone, email, video conference, and on-site meetings when necessary.</li><li>Support marketing efforts with account-based customer-focused marketing campaigns.</li><li>Pro-actively engage in building, growing and sharing sales team best practices.</li><li>Accurately capture and report all aspects of account and opportunity information within the SFDC platform.</li><li>Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.</li></ul></ul></div></div><div class="section page-centered"><div><h3>The skills you will demonstrate</h3><ul class="posting-requirements plain-list"><ul><li>Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.&nbsp;Focus on building and managing customer relationships.&nbsp;Experience selling a technical product to a technical buyer.</li><li>Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.</li><li>Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.</li><li>Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (&gt; 100k USD) enterprise deals.</li><li>Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.</li><li>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) </li><li>Salesforce.com lover; you know it and can’t imagine sales without it.</li><li>Customer-Centric focus; We Want Happy Customers.</li><li>Written and spoken English at a professional level.&nbsp;</li></ul></ul></div></div><div class="section page-centered" data-qa="closing-description"><div><b style="font-size: 18px">Why you will love it here:</b></div><div><br></div><div><span style="font-size: 16px">•  </span><span style="font-size: 15px">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!). We believe that the best idea wins and everyone has a voice.</span></div><div><span style="font-size: 16px">•  </span><span style="font-size: 15px">We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!</span></div><div><span style="font-size: 16px">•  </span><span style="font-size: 15px">We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).</span></div><div><span style="font-size: 16px">•  </span><span style="font-size: 15px">We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.</span></div><div><br></div><div><br></div><div><b style="font-size: 18px">We prioritize Diversity, Equity, and Inclusion:</b></div><div><br></div><div><span style="font-size: 16px">At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.</span></div><div><br></div><div><span style="font-size: 16px">We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.</span></div><div><br></div><div><span style="font-size: 16px"><i>All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.</i></span></div><div><br></div><div><span style="font-size: 15px;"><i>Please note that applications submitted through agencies or third-party recruiters will not be considered.</i></span></div></div>