Account Executive - EMEA East

About the role

Sonar, a code quality platform trusted by millions of developers and 75% of the Fortune 100, is looking for an Inside Sales Executive to join a Major Accounts pod and support two Major Account Managers. You will help the pod fully cover a portfolio of key accounts, prospecting into entities that are not yet customers and supporting those that already run Sonar instances. You own the full sales cycle on the opportunities you source, from qualification and proof of concept to negotiation with procurement and close.

Key responsibilities

• Build and execute account plans with two Major Account Managers to cover key accounts and their business units
• Generate new leads and opportunities in non-customers using LinkedIn, email, video, cold calls and meetings
• Work with channel partners to grow pipeline within covered accounts
• Engage existing Sonar customers, identifying new teams, use cases, products and editions
• Qualify opportunities with BANT and MEDDPICC, run discovery calls, demos and POCs with Solutions Engineers
• Size and quote licenses, build the business case and drive deals through stakeholder, security and legal review and procurement negotiation
• Maintain accurate Salesforce records and forecast the pipeline
• Support marketing campaigns and hand over to SDRs, Customer Success and Sales Operations
• Meet or exceed quarterly and yearly targets for pipeline and bookings

Required profile

• 2 to 5 years of B2B sales experience (inside sales, SDR/BDR moving to AE, or account executive/manager), ideally in SaaS or subscription
• Proven track record of building pipeline and closing deals, with exposure to the full sales cycle
• Experience selling technical products to technical buyers and business stakeholders such as security teams and procurement
• Comfortable with mid-market and enterprise customers, including deals above 20k USD
• Experience selling software development tooling or into the development side of IT, and international deals (a plus)
• Based in the location of the role; relocation supported for the right candidate

Required skills

• BANT and MEDDPICC qualification methods
• Prospecting with Outreach, ZoomInfo, SalesLoft, LinkedIn, calling and networking
• Running discovery calls, demos and POCs alongside a Solutions Engineer
• Negotiation and handling procurement, legal and security reviews
• Salesforce expertise and CRM hygiene