Enterprise Account Executive

Summary

Join Sonar, a leading company in code quality and security, and utilize your sales expertise to expand our customer base. You will prospect, identify key decision-makers, highlight product value, and drive adoption across diverse industries. This role offers the opportunity to influence sales processes and contribute to our growth trajectory. Daily tasks involve generating leads, managing sales efforts, engaging prospects through various channels, and accurately reporting account information in Salesforce. Success requires proven B2B sales experience, expertise in selling technical products, and proficiency in Salesforce. Sonar offers a dynamic culture, flexible work policy, and commitment to continuous learning.

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 for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking
• Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating (> 50k USD) 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 expertise; you know it and can’t imagine sales without it
• Customer-Centric focus; We Want Happy Customers
• Written and spoken English at a professional level
• Strong communication and listening skills: handling objections and taking feedback and coaching
• Team player interested in seeing the company goals achieved alongside the team and individual goals
• Self-driven, desire to succeed, hungry and proactive attitude

Responsibilities

• Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly
• Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory
• Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos
• Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence
• Size and quote customer software license needs
• Interact with prospects over phone, email, video conference, and on-site meetings when necessary
• 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 aspects of account and opportunity information within the SFDC platform
• Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline

Benefits

• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them