Mid-Market Account Executive

Sonarsource - Austin, TX

Full-time - Mid Level

Austin, TX

501-1,000 employees

Computer and Electronic Product Manufacturing

About the position

The North American Mid-Market Account Executive at SonarSource is a pivotal role within the sales organization, responsible for managing the sales cycle from lead generation to closing deals. This position focuses on engaging with new prospects in a designated territory, articulating the value of Sonar's products, and transitioning prospects to commercial versions of SonarQube or SonarCloud. The role requires a strong understanding of technical sales and the ability to navigate the sales process effectively.

Responsibilities

• Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle.
• Manage the entire sales cycle (qualifying > close) in the Mid-Market segment.
• Manage outbound prospecting efforts within your territory to find new sales opportunities.
• Work with SDR and Partners Team to help find new sales opportunities within your territory.
• Collaborate with the solution engineering team to help prospects run successful trials of the commercial 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.

Requirements

• Proven sales success with 3+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
• Experience selling a technical product to a technical buyer.
• Hunter mentality with a proven track record of prospecting and generating new logos.
• Expertise in navigating the sales process through Qualification, Evaluation, Negotiation, and Winning the deal.
• Familiarity in supporting and selling to Mid-Market prospects and managing and negotiating software sales deals.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
• Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with.
• Salesforce.com expertise; you know it and can't imagine sales without it.
• Customer-centric focus.

Nice-to-haves

• Experience in Software Development Tooling sales or experience selling into the Development side of IT.

Benefits

• Flexible work policy including remote and in-office hybrid work (minimum three days a week in the office).
• Continuous education support for skill acquisition.
• Dynamic work culture that values respect and kindness.
• Work-life balance prioritization.