Who is Sonar?
Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.
Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.
Position:
Sonar is looking for an Inside Sales Executive to join a Major Accounts pod and support two Major Account Managers in covering a portfolio of key accounts end to end. You will help the pod reach complete coverage of each account by prospecting into entities that are not yet customers and supporting entities that already run Sonar instances. You will own the full sales cycle on the opportunities you source: qualification, proof of concept, business case, negotiation with procurement and close.
On a daily basis, you will
Partner with two Major Account Managers in a pod model to build and execute account plans that give full coverage of key accounts and their business units
Generate new leads and opportunities in entities of key accounts that are not yet Sonar customers, using a multi-channel approach (LinkedIn, email, video, cold calls and meetings) to convert identified prospects into new logos
Work with channel partners to generate and grow pipeline within the accounts you cover
Engage and grow entities that already run Sonar instances, identifying new teams, use cases, products and editions
Qualify opportunities with BANT and MEDDPICC to understand the customer's needs, pains, decision process, economic buyer and champion
Run discovery calls and demos, and guide prospects through proofs of concept and trials with Solutions Engineers, validating Sonar's value against agreed success criteria
Size and quote customer software license needs
Build the business case and mutual action plan with the customer, then drive the deal through stakeholder alignment, security and legal review, negotiation with procurement, and signature
Capture all account and opportunity information accurately in Salesforce (stage, next steps, forecast category, MEDDPICC fields), and use it to set daily activity and forecast the pipeline
Support Marketing with account-based, customer-focused campaigns, and work with SDRs, Customer Success and Sales Operations to hand over smoothly after the sale
Meet or exceed quarterly and yearly targets for pipeline creation and bookings
Share customer and competitive insights, and proactively build, grow and share sales team best practices
The skills you will demonstrate
Have 2 to 5 years of experience in a B2B sales role (Inside Sales, SDR/BDR moving into an AE role, Account Executive or Account Manager), ideally in a SaaS or subscription model
Have a proven track record of creating pipeline and closing deals, with exposure to the full sales cycle from prospecting to negotiation
Know a structured qualification methodology such as BANT and MEDDPICC, and apply it consistently to understand customer needs, pains and decision processes
Have experience selling a technical product to a technical buyer, as well as to business stakeholders such as security teams and procurement
Have proven prospecting skills across channels and tools such as Outreach, ZoomInfo, SalesLoft, LinkedIn, calling and networking
Be familiar with selling to and negotiating with mid-market and enterprise customers, including deals above 20k USD
Communicate confidently with executive-level contacts and tailor value messages to the persona, with both bottom-up and top-down approaches
Be comfortable running discovery calls, demos and technical evaluations or POCs alongside a Solutions Engineer
Be able to negotiate commercial terms and navigate procurement, legal and security reviews through to signature
Have Salesforce expertise and be highly organized: manage many accounts and opportunities in parallel, with accurate CRM hygiene and forecasting
Be customer-centric: we want happy customers
Show strong communication and listening skills, handle objections well, and welcome feedback and coaching
Be a self-driven, proactive and hungry team player who works well in a pod structure with senior Account Managers and cares about team and company goals
Have experience selling software development tooling or selling into the development side of IT, and closing deals internationally (a plus)
Be curious about how AI-assisted development changes code quality and security
