sonarsource - Account Executive - MEA

• Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly. • Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory. • Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos. • 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. • Size and quote customer software license needs. • Interact with prospects over phone, email, video conference, and on-site meetings when necessary. • 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 within the SFDC platform. • Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline. • Proven successful 3-4+ 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 territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking. • Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won. • Familiarity in supporting and selling to mid market customers and managing and negotiating (> 20k USD) 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 expertise; 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. • Strong 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, desire to succeed, hungry and proactive attitude.