Account Executive - EMEA East

Who is Sonar? 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