Account Executive - EMEA East

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