sonarsource - Account Executive - EMEA East

• 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 • 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 negotiating with mid-market and enterprise customers, including deals above 20k USD • Communicate confidently with executive-level contacts and tailor value messages to the persona, with both bottom-up and top-down approaches • Be comfortable running discovery calls, demos and technical evaluations or POCs alongside a Solutions Engineer • Be able to negotiate commercial terms and navigate procurement, legal and security reviews through to signature • Have Salesforce expertise and be highly organized: manage many accounts and opportunities in parallel, with accurate CRM hygiene and forecasting • Be customer-centric: we want happy customers • Show strong communication and listening skills, handle objections well, and welcome feedback and coaching • Be a self-driven, proactive and hungry team player who works well in a pod structure with senior Account Managers and cares about team and company goals • Have experience selling software development tooling or selling into the development side of IT, and closing deals internationally (a plus) • Be curious about how AI-assisted development changes code quality and security • In-office culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion