Major Account Manager - EMEA North

Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable.

Responsibilities

Generate new opportunities within a dedicated portfolio of the most strategic financial and retail accounts through upselling and cross-selling; Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how our solutions help them meet critical compliance standards like DORA, the CRA, and OWASP; Develop deep relationships with technical and business champions, becoming their go-to expert on clean code and application security; Articulate the value of advanced features, including the application of AI to secure coding, to differentiate our offerings and solve complex customer problems; Size, quote, negotiate, and close enterprise-level upgrades, managing the entire sales cycle with precision; Collaborate with marketing to create and execute targeted campaigns that resonate with the specific pain points of the banking and retail industries; Proactively share insights and best practices for selling into regulated markets with the wider sales team; Maintain meticulous records of account activity and opportunity forecasting using Salesforce.com

Requirements

A solid understanding of key compliance and security standards crucial to the finance and retail sectors, including the Digital Operational Resilience Act (DORA), the Cyber Resilience Act (CRA), and the OWASP Top 10; Proven success over 7+ years in a B2B SaaS sales role, with a track record of selling technical products to technical buyers and executive sponsors; Expertise in managing and growing large enterprise accounts, including navigating complex sales cycles and negotiating deals over £250k, while maintaining a run rate of incremental expansion revenue of 120k/month at an ASP of 25k; Mastery of account planning, strategic prospecting, and pipeline management from lead qualification to closing the deal; Exceptional communication and listening skills, with the ability to deliver compelling value propositions to C-level contacts and handle objections effectively; Proficiency with Salesforce.com is a must; A proactive, customer-centric, and team-oriented attitude with a professional level of written and spoken English; A build it while flying it attitude is essential; Has worked in secure Devops familiarity with key concepts and standards governing code quality and security

Nice to have

Experience in or a strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle; Knowledge of the application of AI in enhancing code security and the ability to discuss its benefits with technical audiences; Experience of hypergrowth it’s challenges and opportunities is an advantage