Account Executive, Federal US Government

Sonar International Ltd • Austin, TX

39d • Hybrid

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 to 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 are 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. Why You Should Apply: At Sonar, we're a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don't. Our solutions don't just solve symptoms of problems - we help fix issues at the source - for all code, whether it's developer-written, AI-generated, or from third parties. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we're all about the mission: supercharge developers to build better, faster. The Impact You Will Have: The Public Sector Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound public sector sales opportunities in your designated territory in North America along with leveraging existing public sector Customers to expand their footprint within those accounts and leveraging those relationships to find new public sector business, especially focused on public sector. Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our public sector footprint in North America and Canada.

Requirements

• Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets
• Experience selling a technical product to a technical buyer
• 3+ Years of Federal Software sales experience
• Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter
• Strong Channel and Partner Selling Sophistication
• 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/CRM expertise; you know it and can't imagine sales without it
• Proficiency with tools to automated sales campaigns; Salesloft or equivalent
• Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent

Responsibilities

• Manage the entire sales cycle (qualifying > close) in Federal accounts
• Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
• Manage outbound prospecting efforts within your territory to find new sales opportunities
• Evolve the Strategic Account plan for Existing Federal Accounts to ensure Customer Satisfaction and expand their renewals.
• Leverage existing relationships in State government departments to find new business in additional departments and agencies.
• Collaborate with sales development resources and partners to help find new sales opportunities within your territory
• Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution
• Leverage Salesforce and Clari to accurately forecast new business within the month and quarter
• Interact with customers over the phone, email, and video conference
• Proactively engage in building, growing, and sharing sales team best practices
• Keep up with market trends in Government, especially certifications and regulations that pertain to their applications and software development

Benefits

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed