Mid-Market Account Executive
SonarSource
Sales & Business Development
Austin, TX, USA
Posted on Sep 26, 2024
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
North American Mid-Market Account Executive plays a crucial role in our sales organization. You will be responsible for working with new prospects in your designated territory from lead/prospect account to customer. You will identify, nurture, prospect, and close opportunities within your territory. Your expertise will be critical in helping articulate the value of our products, and work with prospects to transition over to a commercial version of SonarQube or SonarCloud. Ideally, you have sold technical products to a technical buyer.
On a daily basis, you will
- 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 the Mid-Market segment
- Manage outbound prospecting efforts within your territory to find new sales opportunitiesWork 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
The skills you will demonstrate
- Proven sales success of 3+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
- Experience selling a technical product to a technical buyer
- Hunter Mentality, proven track record of prospecting and generating new logos
- Expertise in navigating the sales process through Qualification, Evaluation, Negotiation, and Winning the deal
- Familiarity in supporting and selling to Mid-Market prospects and managing and negotiating software sales 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 expertise; you know it and can’t imagine sales without it
- Customer-Centric focus; We Want Happy Customers
- Language Skills: English
The soft skills you will demonstrate
- Strong 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, desire to succeed, hungry, and proactive attitude
Nice to have
- Experience in Software Development Tooling sales or experience selling into the Development side of 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!). 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.