Mid-Market Account Executive

Sonar International Ltd - Austin, TX

Full-time - Mid Level

Austin, TX

501-1,000 employees

Professional, Scientific, and Technical Services

About the position

The North American Mid-Market Account Executive at Sonar plays a vital role in the sales organization, focusing on converting leads into customers within a designated territory. This position involves identifying, nurturing, and closing sales opportunities while articulating the value of Sonar's products, particularly SonarQube and SonarCloud, to technical buyers. The role requires a proactive approach to managing the entire sales cycle and collaborating with various teams to ensure successful customer transitions to commercial products.

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 of 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, 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; We Want Happy Customers.

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 and professional growth.
• Dynamic work culture that values respect, kindness, and the right to fail.
• Commitment to Diversity, Equity, and Inclusion in the workplace.