Why should I Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity 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: provide solutions that deliver Clean Code.
The impact you will have
Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base.
Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory!
On a daily basis, you will
- Focus on generating new sales opportunities with your assigned territory of Major Accounts. Your account set will consist of companies with 10,000+ employees that have a small commercial footprint with Sonar or are leveraging our free open source solution. (25% Paying Customers with small Footprints and 75% Open Source Users)
- Work with your existing customer base to understand their use case and expand the solution to their entire organization.
- Field Inbound Request and work with channel partners to generate new sales opportunities with your territory.
- Onboard customers throughout their entire journey with Sonar commercial products.
- Develop relationships with champions within existing customer accounts to build a strategic plan to expand the footprint of SonarQube to other divisions and subsidiaries.
- Act as the Account Manager with newly landed accounts in order to continue to expand their footprint of SonarQube.
- Prospect into your non-customer accounts in order to walk them through a value based conversation on the benefits of upgrading to an enterprise version in order to standardize the use of SonarQube throughout the entire organization.
- Interact with customers over phone, email, video conference, and on-site meetings when necessary.
- Support marketing efforts with account-based 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.
The skills you will demonstrate
- Proven successful 10+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
- Focus on building and managing customer relationships.
- Experience Using MEDDPICCC
- Experience selling a technical product to a technical buyer.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn Navigator and 6sense.
- Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
- Proven Track Record of Hunting into Fortune 500 Companies and Landing New Logos.
- Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (>100kUSD) 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 lover; 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.
The soft skills you will demonstrate
- Solid 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 and proactive attitude.
Nice to have
- Experience in Software Development Tooling sales or experience selling into the Development side of IT.
- Experience with Command of the Message (Force Management).
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!). We believe that the best idea wins and everyone has a voice.
• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!
• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).
• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.
We prioritize Diversity, Equity, and Inclusion:
At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.
We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, 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 clear results of a comprehensive background check conducted prior to the start date.
Please note that applications submitted through agencies or third-party recruiters will not be considered.
