Major Acquisition Account Executive, Sonar

• Proven successful 10+ years of experience in a B2B sales role, ideally in a SaaS or subscription model
• Focus on building and managing customer relationships
• Experience Using MEDDPICCC
• 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 Navigator and 6sense
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won
• Proven Track Record of Hunting into Fortune 500 Companies and Landing New Logos
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (>100kUSD) 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
• 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

Desirable

• Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations
• Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base
• Engage with developers, decision-makers, and procurement in diverse industries and company sizes
• Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow
• This is your chance to drive sales success and impact our upward trajectory!
• Focus on generating new sales opportunities with your assigned territory of Major Accounts. Your account set will consist of companies with 10,000+ employees that have a small commercial footprint with Sonar or are leveraging our free open source solution. (25% Paying Customers with small Footprints and 75% Open Source Users)
• Work with your existing customer base to understand their use case and expand the solution to their entire organization
• Field Inbound Request and work with channel partners to generate new sales opportunities with your territory
• Onboard customers throughout their entire journey with Sonar commercial products
• Develop relationships with champions within existing customer accounts to build a strategic plan to expand the footprint of SonarQube to other divisions and subsidiaries
• Act as the Account Manager with newly landed accounts in order to continue to expand their footprint of SonarQube
• Prospect into your non-customer accounts in order to walk them through a value based conversation on the benefits of upgrading to an enterprise version in order to standardize the use of SonarQube throughout the entire organization
• Interact with customers over phone, email, video conference, and on-site meetings when necessary
• Support marketing efforts with account-based marketing campaigns
• Proactively 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