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About the Role
Sonar is driving the future of agent-centric software development as the leader in AI code verification and governance. We ensure AI-generated software is reliable, secure, and maintainable, integrating with major AI coding tools to help over 75% of the Fortune 100 build trusted software. Our products like SonarQube are essential for independent, explainable, and consistent review of AI-generated code. We are a profitable, fast-paced company building the backbone of the AI software revolution.
Responsibilities
- Generate new opportunities within a dedicated portfolio of strategic financial and retail accounts through upselling and cross-selling.
- Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how our solutions help them meet critical compliance standards like DORA, the CRA, and OWASP.
- Develop deep relationships with technical and business champions, becoming their go-to expert on clean code and application security.
- Articulate the value of advanced features, including the application of AI to secure coding, to differentiate our offerings and solve complex customer problems.
- Size, quote, negotiate, and close enterprise-level upgrades, managing the entire sales cycle with precision.
- Collaborate with marketing to create and execute targeted campaigns that resonate with the specific pain points of the banking and retail industries.
- Proactively share insights and best practices for selling into regulated markets with the wider sales team.
- Maintain meticulous records of account activity and opportunity forecasting using Salesforce.com.
Requirements
- A solid understanding of key compliance and security standards crucial to the finance and retail sectors, including the Digital Operational Resilience Act (DORA), the Cyber Resilience Act (CRA), and the OWASP Top 10.
- Proven success over 7+ years in a B2B SaaS sales role, with a track record of selling technical products to technical buyers and executive sponsors.
- Expertise in managing and growing large enterprise accounts, including navigating complex sales cycles and negotiating deals over £250k, while maintaining a run rate of incremental expansion revenue of 120k/month at an ASP of 25k.
- Mastery of account planning, strategic prospecting, and pipeline management from lead qualification to closing the deal.
- Exceptional communication and listening skills, with the ability to deliver compelling value propositions to C-level contacts and handle objections effectively.
- Proficiency with Salesforce.com is a must.
- A proactive, customer-centric, and team-oriented attitude with a professional level of written and spoken English.
- A build it while flying it attitude is essential.
- Experience of hypergrowth, its challenges and opportunities is an advantage.
- Has worked in secure Devops, familiarity with key concepts and standards governing code quality and security.
- Experience in or a strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle.
- Knowledge of the application of AI in enhancing code security and the ability to discuss its benefits with technical audiences.
Skills
- Secure DevOps principles
- AI in enhancing code security
- Digital Operational Resilience Act (DORA)
- Cyber Resilience Act (CRA)
- OWASP Top 10
- B2B SaaS sales
- Technical product sales
- Enterprise account management
- Complex sales cycles
- Negotiation
- Account planning
- Strategic prospecting
- Pipeline management
- Communication skills
- Listening skills
- Value proposition delivery
- Objection handling
- Salesforce.com
- Customer-centric approach
- Team-oriented approach
- Written and spoken English
- Build it while flying it attitude
- Hypergrowth experience
- Code quality standards
- Code security standards
Location
- Austin
- Bochum
- Dubai
- Geneva
- London
- Singapore
- Tokyo
- Washington D.C.
Work Type
- In-office culture
- Three anchor days — Mondays, Tuesdays, and Thursdays
Experience Level
- 7+ years in a B2B SaaS sales role
Salary/Compensations
- Deals over £250k
- Run rate of incremental expansion revenue of 120k/month at an ASP of 25k
About the Company
- Sonar is driving the future of agent-centric software development.
- We are the leader in AI code verification and governance.
- We solve the critical problem of ensuring AI-generated software is reliable, secure, and maintainable.
- We integrate seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin.
- Over 75% of the Fortune 100 use Sonar to build trusted, reliable, compliant software.
- Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
- We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
- 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 in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
- Our mindset is 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 experiencing profitable, fast-paced growth.
- We are building the backbone of the AI software revolution.
Equal Opportunity
- 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.
- 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.