About the position
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 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 remain 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.
Responsibilities
- Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts.
- Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar.
- Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations.
- Ensure continuous relationship management and successful renewal via proactive account management.
- Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed.
- Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products.
- Work in both direct and indirect sales motions, partnering with channel managers and SDR's to successfully multi-thread and maximize account penetration.
- Support marketing efforts with account-based customer-focused marketing campaigns.
- Proactively engage in building, growing and sharing sales team best practices.
- Accurately capture and report all aspects of account and opportunity information in the CRM platform.
- Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.
Requirements
- Proven track record of success with 1-3+ years of experience in a B2B sales role.
- Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion.
- Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization.
- Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
- Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense.
- Focus on building and managing customer relationships, with a view to maximizing customer retention.
- Experience using MEDDPICCC or other similar sales methodologies.
- Salesforce.com lover - you know it and can't imagine sales without it.
- Customer centric focus - we want happy customers.
- English spoken and written at a professional level.
Nice-to-haves
- Experience in a B2B sales role in a SaaS or subscription model.
- Experience selling a software development tool to the development side of IT (technical product to a technical buyer).
- Experience with selling and closing deals internationally.
Benefits
- Flexible comprehensive employee benefit package that is 90% paid by the company.
- Encouragement of usage of robust time-off allocations.
- Exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
- Generous discretionary Company Growth Bonus, paid annually.
- Fully paid parking in the heart of downtown Austin, Texas.
- Global workforce with employees in 20+ countries representing 35+ unique nationalities.
- Annual kick-off somewhere in the world to build relationships and goals for the company.
