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About the Role

This role is for a founding Senior Account Executive on Sonar's AI Sales Specialist team. You will manage a named-account territory of AI-native startups and digital-native unicorns in the Bay Area, focusing on pipeline generation, developer-led evaluations, and closing six- and seven-figure deals with engineering and platform leaders. This is a full-cycle, high-velocity position within a category-defining platform, requiring in-person customer engagement and collaboration with internal teams to convert bottom-up developer adoption into enterprise relationships. You will manage both strategic multi-threaded enterprise engagements and efficient, shorter-cycle closes for product-led growth opportunities.

Responsibilities

Own the entire revenue cycle for a named-account territory, including prospecting, technical discovery, multi-threaded executive engagement, POV management, commercial negotiation, and closing.
Generate the majority of own pipeline through targeted outbound, ecosystem relationships, and in-person presence across the Bay Area.
Partner with Developer Advocacy and Marketing to convert PLG signals (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 hire, ramp, and shape the culture of the AI Sales Specialist team as it scales.
Convert product-qualified leads (PQLs) into closed revenue efficiently, with short-cycle closes for PLG-sourced opportunities.
Manage a mixed book simultaneously: multi-threaded strategic deals and higher-velocity inside-sales-style closes.
Maintain rigorous CRM hygiene in Salesforce and run structured outreach sequences via Outreach or Salesloft.
Be comfortable being measured on pipeline velocity metrics (time-to-first-meeting, time-to-close, stage-conversion rate) alongside ACV.

Requirements

Technical seller who genuinely cares about developers.
Experience selling technical products to engineering, DevOps, platform, or security buyers.
Ability to navigate a sale that begins bottoms-up and lands at the CTO's desk.
Comfortable whiteboarding a CI pipeline with a staff engineer and presenting an ROI model to a CFO.
Knowledgeable about AI trends, including the difference between Cursor and Copilot, and informed opinions about AI coding agents.
Energized by the pace of an early team and takes ownership without being asked.
Prefers in-person interactions over virtual meetings.
Ability to close a PLG-converted deal in two weeks and a strategic platform deal in six months, maintaining professionalism for both.
Understands that velocity across the full deal-size spectrum builds a healthy book and strong commission.
Comfortable running a high-volume sequence in Outreach and preparing a board-level ROI story.
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 (President's Club or equivalent is a strong plus).
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 enough in modern software development (Git, CI/CD, code review workflows, SDLC tooling) to lead a technical conversation without an SE when necessary.
Experience running velocity plays or shorter-cycle inside-sales motions in addition to strategic enterprise selling.
Comfortable managing higher deal volume, a mix of deal sizes, and PLG-sourced pipeline that moves faster than a traditional enterprise cycle.
Proficient with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus.
Knows how to run sequencing, track stage-conversion metrics, and manage CRM hygiene without being asked.

Skills

Technical sales
Pipeline generation
Developer-led evaluations
Deal closing (six- and seven-figure)
Executive engagement
Technical discovery
Commercial negotiation
POV management
Outbound prospecting
Ecosystem relationship building
PLG conversion
Land-and-expand strategy
Product feedback integration
Team building
CRM hygiene (Salesforce)
Outreach/Salesloft sequencing
Pipeline velocity management
ROI modeling
CI pipeline understanding
Modern software development (Git, CI/CD, code review workflows, SDLC tooling)
Strategic enterprise selling
Inside sales
Gong/Chorus proficiency

Location

San Francisco Bay Area
San Mateo HQ
SF
Palo Alto
Mountain View
The Peninsula

Work Type

Full-cycle
Full-time
Onsite

Experience Level

Senior
5–8+ years of full-cycle, quota-carrying SaaS sales experience
3+ years selling technical products
President's Club or equivalent (strong plus)
Multiple six-figure ACV deals closed in last 24 months
At least one seven-figure deal closed

About the Company

Sonar drives the future of agent-centric software development.
Leader in AI code review and verification, ensuring AI-generated software is reliable, secure, and maintainable.
Integrates seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin.
Helps over 75% of the Fortune 100 build trusted, reliable, compliant software.
Customers using Sonar are 44% less likely to report an outage due to AI-generated code.
Believes code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
Trusted by industry giants including Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company.
Provides independent, explainable, consistent review and governance of AI-generated code via products like SonarQube, SonarQube Foundation Agent, SonarSweep, and Sonar Context Augmentation.
Team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
Operates with a mindset called CODE: Committed to customers and community, Obsessed with quality, Deliberate in decisions, Effective as one team.
Over $400M in revenue and profitable, fast-paced growth.
Building the backbone of the AI software revolution.

Equal Opportunity

Sonar values diversity, equity, and inclusion, believing that diversity is its strength.
Committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best.
Proud equal opportunity employer, welcoming all qualified applicants regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Accommodations are available upon request by reaching out to hiring@sonarsource.com.
All offers of employment are contingent upon the results of a comprehensive background check and reference verification.
Sonar does not currently support visa candidates in the US.
Applications submitted through agencies or third-party recruiters will not be considered.