SLED Account Executive

Who is Sonar? Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.  The Impact You Will Have:    The SLED Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound SLED sales opportunities in your designated territory in North America along with leveraging existing SLED Customers to expand their footprint within those accounts and leveraging those relationships to find new SLED business, especially focused on State Governments and Higher Education.  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 SLED footprint in North America and Canada. What You Will Do Daily:

Manage the entire sales cycle (qualifying > close) in SLED accounts in the Eastern United States with New York as the largest focus

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 SLED 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 and Education, especially regulations that pertain to their applications and software development

The Experience You Will Need:

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 SLED 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.com/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

Customer-Centric focus; We Want Successful Customers

Language Skills: English

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 At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you need any accommodation, please reach out to us at hiring@sonarsource.com.  All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.  Applications that are submitted through agencies or third party recruiters will not be considered.