SLED Account Executive

SLED Account Executive

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar's solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile. We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, we're a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don't. Our solutions don't just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we're all about the mission: supercharge developers to build better, faster.

The SLED Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound SLED sales opportunities in your designated territory in North America along with leveraging existing SLED Customers to expand their footprint within those accounts and leveraging those relationships to find new SLED business, especially focused on State Governments and Higher Education. Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our SLED footprint in North America and Canada.

What You Will Do Daily:

• Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
• Manage the entire sales cycle (qualifying > close) in SLED accounts headquartered in your assigned territory. (West, Central, East, Canada)
• Manage outbound prospecting efforts within your territory to find new sales opportunities
• Act as an Account Manager for Existing SLED Accounts in your region to grow their footprint and ensure their renewal.
• Leverage existing relationships in State and Canadian government departments to find new business in additional departments and agencies.
• Work with SDR and Partners Team to help find new sales opportunities within your territory
• Work with the solution engineering team to help prospects run successful trials of the commercial versions of the solution
• Leverage Salesforce and Clari to accurately forecast new business within the month and quarter
• Interact with customers over the phone, email, and video conference
• Proactively engage in building, growing, and sharing sales team best practices
• Keep up with market trends in Government and Education, especially regulations that pertain to their applications and software development
• Help spearhead Sales Strategies that focus on State, Local, and Education.

The Experience You Will Need:

• Proven sales success of 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
• 3+ Year of SLED Software sales experience
• Experience selling a technical product to a technical buyer
• Hunter mentality, proven track record of prospecting and generating new logos
• Strong Channel Background
• 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 expertise; you know it and can't imagine sales without it

Why You Will Love It Here:

• 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!).
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
• 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.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

Benefits of Working With Sonar:

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

We Value Diversity, Equity, and Inclusion:

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date. We do not currently support visa candidates in the US. Applications that are submitted through agencies or third party recruiters will not be considered.