Account Executive - EMEA East

Sonar•Geneva, IL

1d•Onsite

About The Position

Sonar is seeking 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. The role focuses on creating complete coverage across those accounts: prospecting into entities that are not yet Sonar customers and growing relationships with entities already using Sonar. The Account Executive owns the full sales cycle for sourced opportunities, from qualification and proof of concept through business case development, procurement negotiation, and close. The role works closely with Major Account Managers, channel partners, Solutions Engineers, SDRs, Customer Success, Sales Operations, and Marketing. The successful candidate will build account plans, generate and qualify pipeline, run discovery and demos, guide technical evaluations, maintain accurate Salesforce records, forecast opportunities, and meet quarterly and yearly pipeline and bookings targets. Sonar describes its culture as collaborative, with three in-office anchor days each week: Mondays, Tuesdays, and Thursdays. Candidates are expected to be genuinely based in the posted location; relocation support may be available for the right person.

Requirements

Have 2 to 5 years of experience in a B2B sales role, such as Inside Sales, SDR/BDR moving into an AE role, Account Executive, or Account Manager.
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.
Have experience selling a technical product to technical buyers and 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 $20,000 USD.
Communicate confidently with executive-level contacts and tailor value messages to different personas using bottom-up and top-down approaches.
Be comfortable running discovery calls, demos, and technical evaluations or proofs of concept alongside a Solutions Engineer.
Be able to negotiate commercial terms and navigate procurement, legal, and security reviews through to signature.
Have Salesforce expertise and strong organizational skills to manage multiple accounts and opportunities, maintain accurate CRM records, and forecast.
Be customer-centric, with strong communication and listening skills, the ability to handle objections, and openness to feedback and coaching.
Be self-driven, proactive, and team-oriented, able to work in a pod structure with senior Account Managers and committed to team and company goals.
Be genuinely based in the location where the role is posted; relocation may be supported for the right person.

Nice To Haves

Experience selling software development tooling or selling into the development side of IT.
Experience closing deals internationally.
Curiosity about how AI-assisted development changes code quality and security.

Responsibilities

Partner with two Major Account Managers in a pod model to build and execute account plans that cover key accounts and their business units.
Generate new leads and opportunities in entities of key accounts that are not yet Sonar customers through multi-channel prospecting, including LinkedIn, email, video, cold calls, and meetings.
Work with channel partners to generate and grow pipeline within covered accounts.
Engage and grow entities that already run Sonar instances by identifying new teams, use cases, products, and editions.
Qualify opportunities using BANT and MEDDPICC to understand customer needs, pains, decision processes, economic buyers, and champions.
Run discovery calls and demos, and guide prospects through proofs of concept and trials with Solutions Engineers, validating value against agreed success criteria.
Size and quote customer software license needs.
Build business cases and mutual action plans, then drive deals through stakeholder alignment, security and legal reviews, procurement negotiation, and signature.
Maintain accurate account and opportunity information in Salesforce, including stage, next steps, forecast category, and MEDDPICC fields; use it to guide daily activity and pipeline forecasting.
Support Marketing with account-based, customer-focused campaigns, and coordinate smooth post-sale handovers with SDRs, Customer Success, and Sales Operations.
Meet or exceed quarterly and yearly pipeline creation and bookings targets.
Share customer and competitive insights, and proactively build, grow, and share sales team best practices.