Major Account Manager - Italy

Sonar • Geneva, IL

18h • Onsite

About The Position

Sonar is hiring a Major Account Manager to grow a portfolio of strategic accounts in Italy. The role focuses on generating opportunities through upselling and cross-selling, leading strategic client engagements, and helping customers address compliance and security needs. The manager develops trusted relationships with technical and business stakeholders, explains the value of advanced features including AI for secure coding, and manages enterprise upgrades from sizing and quoting through negotiation and close. The role also collaborates with marketing on targeted campaigns for banking and retail customers, shares selling insights with the wider team, and maintains account activity and forecasts in Salesforce.com.

The position is part of Sonar, a provider of AI code verification and governance products. Sonar describes its culture through its CODE principles: customer and community commitment, quality, deliberate decisions, and effective teamwork. The company has a hub-based in-office culture, with anchor days on Mondays, Tuesdays, and Thursdays. Candidates are expected to be based in the role’s posted location; relocation support may be available for the right person.

Requirements

• At least 7 years of success in B2B SaaS sales, including selling technical products to technical buyers and executive sponsors.
• A solid understanding of compliance and security standards relevant to finance and retail, including DORA, the Cyber Resilience Act (CRA), and the OWASP Top 10.
• Expertise managing and growing large enterprise accounts, navigating complex sales cycles, and negotiating deals over £250,000.
• Ability to maintain an incremental expansion revenue run rate of £120,000 per month at an average selling price of £25,000.
• Mastery of account planning, strategic prospecting, and pipeline management from lead qualification through closing.
• Exceptional communication and listening skills, including the ability to present value propositions to C-level contacts and handle objections effectively.
• Proficiency with Salesforce.com.
• Proactive, customer-centric, team-oriented attitude and professional-level written and spoken English.
• A “build it while flying it” attitude.
• Genuine base in the location where the role is posted; relocation may be supported for the right person.

Nice To Haves

• Experience with or strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle.
• Knowledge of how AI can enhance code security and ability to discuss its benefits with technical audiences.
• Experience in hypergrowth and understanding of its challenges and opportunities.
• Familiarity with key concepts and standards governing code quality and security.

Responsibilities

• Generate new opportunities in a dedicated portfolio of strategic accounts through upselling and cross-selling.
• Lead strategic client engagements, including Quarterly Business Reviews, and demonstrate how Sonar’s solutions support compliance standards such as DORA, the CRA, and OWASP.
• Develop relationships with technical and business champions and serve as a trusted expert on clean code and application security.
• Explain the value of advanced features, including AI applications in secure coding, and address complex customer problems.
• Size, quote, negotiate, and close enterprise-level upgrades while managing the full sales cycle.
• Collaborate with marketing to create and execute targeted campaigns for the banking and retail industries.
• Share insights and best practices for selling into regulated markets with the wider sales team.
• Maintain account activity records and opportunity forecasts in Salesforce.com.

What This Job Offers

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