On a daily basis, you will
- Generate new leads and opportunities within an assigned account set, representing our high-potential customer base at Sonar via upselling and cross-selling which enables you to exceed your revenue targets on a quarterly and yearly basis.
- Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence.
- Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.
- Onboard customers throughout their entire journey with SonarSource commercial products.
- Develop relationships with champions within existing customer accounts.
- Size and quote customer software license needs.
- Negotiate and close upgrades to existing implementations.
- Interact with customers over phone, email, video conference, and on-site meetings when necessary.
- Support marketing efforts with account-based customer-focused marketing campaigns.
- Pro-actively engage in building, growing and sharing sales team best practices.
- Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
- Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.
The hard skills you will demonstrate
- Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
- Focus on building and managing customer relationships.
- Experience selling a technical product to a technical buyer.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
- Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
- Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise 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 lover; you know it and can’t imagine sales without it.
- Customer-Centric focus; We Want Happy Customers.
- Written and spoken English at a professional level.
The soft skills you will demonstrate
- Solid 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 and proactive attitude.
Nice to have
- Experience in a B2B sales role in a SaaS or subscription model.
- Experience in Software Development Tooling sales or experience selling into the Development side of IT.
- Experience with selling and closing deals internationally.
What the Team is Saying
.png)
.png)
Sonar Compensation & Benefits Highlights
-
Leave & Time Off Breadth — PTO is positioned at 23 days for U.S. employees with additional days added at 5 and 10 years. Time off is highlighted as a strong aspect of the package.
-
Retirement Support — A 401(k) with a 4% company match that vests from day one provides clear long‑term savings support.
-
Healthcare Strength — Employer contributions are described at roughly 90% of employee premiums (about 60% for dependents) for medical, dental, and vision, alongside employer‑paid life and disability insurance.
Sonar Insights
Similar Jobs
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.
Gallery
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.
