Senior Account Executive, US Federal Government
SonarSource
This job is no longer accepting applications
See open jobs at SonarSource.See open jobs similar to "Senior Account Executive, US Federal Government" General Catalyst.Sales & Business Development
Alexandria, VA, USA
Posted 6+ months ago
Who is Sonar?
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 to 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.
We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.
And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.
At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.
Why You Should Apply:
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 Impact You Will Have:
The Senior Federal Account Executive Role will play a crucial role in our new Public Sector sales organization. You will be responsible to qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle. Sonar has existing customers in almost every Federal Agency so you will leverage those successful deployments to expand their footprints. In addition; you will identify strategic targets and execute campaigns to convert those prospects. Ideally, you have sold a technical product for a technical buyer. Our business is 100% driven through the channel so you will also be working with strategic partners and their Government contracts to execute renewals and growth in our Federal footprint in North America.
What You Will Do Daily:
- Meet or exceed revenue target on assigned patch
- Implement land and expand acquisition strategy
- Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
- Manage outbound prospecting efforts within your territory to find new sales opportunities
- Implement the company's large deal sales strategy in the field, focusing on enterprise-level clients.
- Create and evolve detailed strategic account plans
- Collaborate with key stakeholders to successfully grow accounts (VP of Sales, Solution Engineering, Marketing, Channels, RevOps)
- Build and maintain strong relationships with Federal clients, understanding their needs and offering scalable and repeatable solutions.
- Partner with Customer Success teams to ensure client satisfaction and retention.
- Manage the entire sales cycle (qualifying > close) in Federal accounts
- Utilize SalesForce, Clari, GovSpend and other GTM tools for tracking client interactions and sales progress.
- Accurately report on field operations data, sales progress, and client feedback.
- Analyze sales performance and collaborate with the analytics team to derive actionable insights for strategy improvement.
- Engage in sales enablement activities, incorporating best practices and new strategies into daily operations.
- Stay updated with the latest industry trends and software advancements to maintain a competitive edge.
The Experience You Will Need:
- Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets
- Experience selling a technical product to a technical buyer
- 3+ Years of Federal Software sales experience
- Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter
- Strong Channel and Partner Selling Sophistication
- 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/CRM expertise
- Proficiency with tools to automated sales campaigns; Salesloft or equivalent
- Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent
- Customer-Centric focus; We Want Successful Customers
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.
This job is no longer accepting applications
See open jobs at SonarSource.See open jobs similar to "Senior Account Executive, US Federal Government" General Catalyst.
