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About the Role
Sonar is driving the future of agent-centric software development as the leader in AI code review and verification. We solve the critical problem of ensuring AI-generated software is reliable, secure, and maintainable, integrating with major AI development tools to help over 75% of the Fortune 100 build trusted software. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
Responsibilities
- Prospect into assigned territory, identify customers' buying circle and economic buyers, highlight product value, drive adoption, and expand the customer base.
- Engage with developers, decision-makers, and procurement in diverse industries and company sizes.
- Influence the direction and processes of the Sales Team and organization.
- Generate new leads and opportunities within an assigned territory to exceed revenue targets.
- Manage prospecting sales efforts to target key accounts and work with channel partners to generate a pipeline.
- Utilize a multi-channel strategy (LinkedIn, email, videos, cold calls, meetings) to convert prospects into new logos.
- Own the book of business: document buying criteria, buying process, next steps, owners, and ensure pipeline accuracy.
- Size and quote customer software license needs.
- Interact with prospects over phone, email, video conference, and on-site meetings.
- 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 account and opportunity information within the SFDC platform.
- Utilize Salesforce.com to set daily activities and accurately forecast opportunity pipeline.
Requirements
- 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 (Zoominfo, SalesLoft, LinkedIn, calling, networking).
- Expertise in navigating and growing a pipeline in prospect accounts and managing deals from Lead Qualification to Closed Won.
- Familiarity in supporting and selling to large enterprise customers and managing/negotiating enterprise deals (> 50k USD).
- Ability to drive the sales process effectively through phone calls, emails, and virtual/on-site meetings.
- Proficiency in communicating with executive-level contacts and delivering value messages based on persona (bottom/up and top/down approach).
- Salesforce.com expertise.
- Customer-Centric focus.
- Written and spoken English at a professional level.
- Strong communication and listening skills: handling objections and taking feedback and coaching.
- Team player interested in achieving company goals alongside individual goals.
- Self-driven, desire to succeed, hungry and proactive attitude.
- All offers of employment are contingent upon the results of a comprehensive background check and reference verification.
- We do not currently support visa candidates in the US.
- Applications submitted through agencies or third-party recruiters will not be considered.
Skills
- AI code review
- AI verification
- Salesforce.com
- Zoominfo
- SalesLoft
- Territory planning
- Prospecting
- B2B sales
- SaaS sales
- Technical sales
- Enterprise sales
- Negotiation
- Communication
- Listening
- Customer relationship management
Location
- Austin
- Bochum
- Dubai
- Geneva
- London
- Singapore
- Tokyo
- Washington D.C.
Work Type
- Full-time
Experience Level
- 7+ years of experience in B2B sales
About the Company
- Sonar is driving the future of agent-centric software development.
- We are the leader in AI code review and verification.
- We help over 75% of the Fortune 100 build trusted, reliable, compliant software.
- Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
- Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us.
- Our products include SonarQube, SonarQube Foundation Agent, SonarSweep & Sonar Context Augmentation.
- Our team operates across global hubs.
- We operate with a mindset we call CODE: Committed to our customers and community, Obsessed with quality, Deliberate in our decisions, Effective as one team.
- We have over $400M in revenue and are profitable with fast-paced growth.
- We are building the backbone of the AI software revolution.
Equal Opportunity
- We value diversity, equity, and inclusion.
- 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 hiring@sonarsource.com.