Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.
Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.
Position:
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. You will help the pod reach complete coverage of each account by prospecting into entities that are not yet customers and supporting entities that already run Sonar instances. You will own the full sales cycle on the opportunities you source: qualification, proof of concept, business case, negotiation with procurement and close.
On a daily basis, you will
Partner with two Major Account Managers in a pod model to build and execute account plans that give 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 (LinkedIn, email, video, cold calls and meetings) to convert identified prospects into new logos
Work with channel partners to generate and grow pipeline within the accounts you cover
Engage and grow entities that already run Sonar instances, identifying new teams, use cases, products and editions
Qualify opportunities with BANT and MEDDPICC to understand the customer's needs, pains, decision process, economic buyer and champion
Run discovery calls and demos, and guide prospects through proofs of concept and trials with Solutions Engineers, validating Sonar's value against agreed success criteria
Size and quote customer software license needs
Build the business case and mutual action plan with the customer, then drive the deal through stakeholder alignment, security and legal review, negotiation with procurement, and signature
Capture all account and opportunity information accurately in Salesforce (stage, next steps, forecast category, MEDDPICC fields), and use it to set daily activity and forecast the pipeline
Support Marketing with account-based, customer-focused campaigns, and work with SDRs, Customer Success and Sales Operations to hand over smoothly after the sale
Meet or exceed quarterly and yearly targets for pipeline creation and bookings
Share customer and competitive insights, and proactively build, grow and share sales team best practices
The skills you will demonstrate
Have 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
Have a proven track record of creating pipeline and closing deals, with exposure to the full sales cycle from prospecting to negotiation
Know a structured qualification methodology such as BANT and MEDDPICC, and apply it consistently to understand customer needs, pains and decision processes
Have experience selling a technical product to a technical buyer, as well as to business stakeholders such as security teams and procurement
Have proven prospecting skills across channels and tools such as Outreach, ZoomInfo, SalesLoft, LinkedIn, calling and networking
Be familiar with selling to and negotiating with mid-market and enterprise customers, including deals above 20k USD
Communicate confidently with executive-level contacts and tailor value messages to the persona, with both bottom-up and top-down approaches
Be comfortable running discovery calls, demos and technical evaluations or POCs alongside a Solutions Engineer
Be able to negotiate commercial terms and navigate procurement, legal and security reviews through to signature
Have Salesforce expertise and be highly organized: manage many accounts and opportunities in parallel, with accurate CRM hygiene and forecasting
Be customer-centric: we want happy customers
Show strong communication and listening skills, handle objections well, and welcome feedback and coaching
Be a self-driven, proactive and hungry team player who works well in a pod structure with senior Account Managers and cares about team and company goals
Have experience selling software development tooling or selling into the development side of IT, and closing deals internationally (a plus)
Be curious about how AI-assisted development changes code quality and security
We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.
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.
If you need any accommodation, please reach out to us at [email protected].
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
Applications that are submitted through agencies or third party recruiters will not be considered.
Skills Required
- 2 to 5 years of experience in B2B sales, such as Inside Sales, SDR/BDR, Account Executive, or Account Manager
- Proven record of creating pipeline and closing full-cycle sales opportunities
- Experience using structured qualification methodologies such as BANT and MEDDPICC
- Experience selling technical products to technical buyers and business stakeholders
- Prospecting experience using channels and tools such as Outreach, ZoomInfo, SalesLoft, LinkedIn, calling, and networking
- Experience selling to and negotiating with mid-market and enterprise customers, including deals exceeding $20,000 USD
- Ability to communicate with executive-level contacts and tailor value messages to different personas
- Experience running discovery calls, demos, and technical evaluations or proofs of concept with Solutions Engineers
- Ability to negotiate commercial terms and navigate procurement, legal, and security reviews through signature
- Salesforce expertise, strong organization, accurate CRM management, and forecasting skills
- Strong communication, listening, objection-handling, customer-centricity, initiative, and teamwork skills
- Experience in SaaS or subscription sales
- Experience selling software development tooling or to software development and IT teams
- Experience closing deals internationally
- Curiosity about AI-assisted development, code quality, and security
- Ability to work in the posted location with an in-office schedule on Mondays, Tuesdays, and Thursdays
What the Team is Saying
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What We Do
Sonar provides the essential verification layer for the AI-driven development era, ensuring all code—whether human-written or AI-generated—is code you can trust. Today, AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster, safer software delivery. The new bottleneck is verification. Sonar solves this. Integrating code quality and code security into a single platform (SonarQube), Sonar is the foundation for high performance software engineering, analyzing over 750 billion lines of code daily to ensure applications are secure, reliable, and maintainable. As an independent verification platform, Sonar enables organizations to securely develop at the speed of AI. We are driven by a deep belief in our people, a commitment to excellence, and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed, Obsessed, Deliberate & Effective. This mindset reflects our culture of creativity, collaboration, and pride in the work we do. Rooted in the open source community, Sonar’s solutions support over 35 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by 7M+ developers worldwide, including ServiceNow, Booking.com, Deutsche Bank, AstraZeneca, and Ford Motor Company. Sonar is headquartered in Geneva, Switzerland with additional offices in Austin, Texas; Bochum, Germany; London, Singapore, and Tokyo. The company is rapidly growing with over 800 employees! Join us in our mission to solve the trillion-dollar challenge of bad code!
Why Work With Us
We are a product-first company, with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within, provide regular feedback and professional development opportunities, value the right to fail along with respect and kindness and work with team members to achieve their full potential.
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Sonar Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
At Sonar, we require employees to come into the office 3 days/week.
