Account Executive - EMEA East

Sonar is looking for an Inside Sales Executive to join a Major Accounts pod and support two Major Account Managers in covering a portfolio of key accounts end to end. The role prospects into entities that are not yet customers and supports entities that already run Sonar instances, owning the full sales cycle on the opportunities sourced: qualification, proof of concept, business case, negotiation with procurement and close. Candidates must be genuinely based in Geneva; relocation support is available for the right person. The office rhythm is three anchor days per week (Mondays, Tuesdays and Thursdays).

Responsibilities

Partner with two Major Account Managers in a pod model to build and execute account plans giving full coverage of key accounts and their business units; Generate new leads and opportunities in entities of key accounts that are not yet Sonar customers using a multi-channel approach; Work with channel partners to generate and grow pipeline within the accounts covered; Engage and grow entities that already run Sonar instances, identifying new teams, use cases, products and editions; Qualify opportunities with BANT and MEDDPICC; Run discovery calls and demos, and guide prospects through proofs of concept and trials with Solutions Engineers; Size and quote customer software license needs; Build the business case and mutual action plan, and drive deals through stakeholder alignment, security and legal review, negotiation with procurement, and signature; Capture account and opportunity information accurately in Salesforce and use it to set daily activity and forecast the pipeline; Support Marketing with account-based campaigns and work with SDRs, Customer Success and Sales Operations to hand over after the sale; Meet or exceed quarterly and yearly targets for pipeline creation and bookings; Share customer and competitive insights and build and share sales team best practices

Requirements

2 to 5 years of experience in a B2B sales role (Inside Sales, SDR/BDR moving into an AE role, Account Executive or Account Manager), ideally in a SaaS or subscription model; Proven track record of creating pipeline and closing deals, with exposure to the full sales cycle from prospecting to negotiation; Knowledge of a structured qualification methodology such as BANT and MEDDPICC, applied consistently; Experience selling a technical product to a technical buyer, as well as to business stakeholders such as security teams and procurement; Proven prospecting skills across channels and tools such as Outreach, ZoomInfo, SalesLoft, LinkedIn, calling and networking; Familiarity with selling to and negotiating with mid-market and enterprise customers, including deals above 20k USD; Ability to communicate confidently with executive-level contacts and tailor value messages to the persona, with both bottom-up and top-down approaches; Comfortable running discovery calls, demos and technical evaluations or POCs alongside a Solutions Engineer; Ability to negotiate commercial terms and navigate procurement, legal and security reviews through to signature; Salesforce expertise and high organization, managing many accounts and opportunities in parallel with accurate CRM hygiene and forecasting; Customer-centric; Strong communication and listening skills, handles objections well, and welcomes feedback and coaching; Self-driven, proactive and hungry team player who works well in a pod structure with senior Account Managers

Nice to have

Experience selling software development tooling or selling into the development side of IT; Experience closing deals internationally; Curiosity about how AI-assisted development changes code quality and security