Major Account Manager – DACH

About the role

Sonar is seeking a Major Account Manager to lead strategic sales across the DACH region, focusing on financial and retail customers. You will drive growth by upselling and cross‑selling Sonar’s AI‑powered code verification solutions, ensuring clients meet compliance standards.

Key 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 compliance with standards such as DORA, CRA, and OWASP.
• Develop deep relationships with technical and business champions, becoming the go‑to expert on clean code and application security.
• Articulate the value of advanced AI‑driven secure coding features to differentiate Sonar’s offerings.
• Size, quote, negotiate, and close enterprise‑level upgrades, managing the full sales cycle.
• Collaborate with marketing to create targeted campaigns for banking and retail industries.
• 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.

Required profile

• Proven experience selling enterprise‑level solutions to regulated financial and retail organisations.
• Strong understanding of Secure DevOps principles and how security integrates into modern software development lifecycles (advantageous).
• Ability to conduct Quarterly Business Reviews and present technical value propositions.
• Excellent relationship‑building skills with both technical and business stakeholders.

Required skills

• Salesforce