Enterprise Account Executive

Summary

Join Sonar, a company with a dynamic culture and global presence, and contribute to building secure and high-quality code. As a Sales Representative, you will qualify inbound leads, assist customers in evaluating products, manage accounts, and close deals. You will need proven B2B phone sales experience, ideally in SaaS, and the ability to sell technical products to technical buyers. The role involves managing the sales process from lead qualification to closing, negotiating deals, and utilizing Salesforce.com. Sonar offers a flexible work policy with a hybrid remote/in-office model and prioritizes work-life balance, continuous learning, and a diverse and inclusive work environment.

Requirements

• Proven successful experience in a B2B phone sales role; ideally in a SaaS or subscription model
• Experience selling a technical product to a technical buyer - experience in Software Development Tooling sales a plus, or selling into the Development side of IT a plus
• Ability to take a deal from Lead Qualification to Closed Won
• Experience selling and closing deals internationally
• Talent in building and managing prospect and customer relationships
• Strong communications and listening skills: ability to handle objections as well as to take feedback and coaching
• Self-driven and proactive attitude, with the ability to successfully drive multiple deals forward
• Team player interested in seeing the company goals achieved alongside team and individual goals
• Salesforce.com lover; know it and can’t imagine sales without it
• Customer-Centric focus - We Want Happy Customers

Responsibilities

• Qualify inbound demand into new opportunities and demonstrate the value of our product in the CI/CD lifecycle
• Assist customers in their evaluation of our products ensuring a match with their technical requirements
• Size and quote customer software license needs
• Negotiate and close both new customers onto the SonarSource platform and upgrades to existing implementations
• Perform pro-active account management to ensure that customers receive maximum value from our tools
• Interact with customers over phone, email, and video conference
• Pro-actively engage in building, growing and sharing sales team best practices
• Utilize Salesforce.com to set daily activity and accurately forecasts opportunity pipeline

Preferred Qualifications

• Comfortable with an Inside sales role - experience in an Inside sales role is a plus
• Experience in managing and negotiating larger enterprise deals

Benefits

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice
• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!
• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday)
• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them