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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.

Responsibilities

• Generate new leads and opportunities within an assigned account set, representing Sonar via upselling and cross-selling to exceed revenue targets.
• Take ownership of your book of business: document buying criteria, process, next steps, owners, and ensure pipeline accuracy.
• Ensure minimum requirements are established, managed, and maintained with customers, such as quarterly business reviews.
• Onboard customers throughout their entire journey with SonarSource commercial products.
• Develop relationships with champions within existing customer accounts.
• Size and quote customer software license needs.
• Negotiate and close upgrades to existing implementations.
• Interact with customers over phone, email, video conference, and on-site meetings.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Pro-actively 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.

Requirements

• Proven successful 5+ 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 account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating 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 proficiency.
• Customer-Centric focus.
• Written and spoken Italian and English at a professional level.

Skills

• AI code review
• AI verification
• Salesforce.com
• Account planning
• Prospecting
• B2B sales
• SaaS sales
• Technical sales
• Enterprise sales
• Negotiation
• Relationship building
• Communication

Location

• Austin
• Bochum
• Dubai
• Geneva
• London
• Singapore
• Tokyo
• Washington D.C.

Work Type

• Full-time

Experience Level

• 5+ years of experience

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 move with a mindset we call CODE: Committed to our customers and community, Obsessed with quality, Deliberate in our decisions, Effective as one team.
• With over $400M in revenue and profitable, 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.
• All offers of employment at Sonar are contingent upon the 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.