Why should I Apply: At Sonar, we're a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don't just solve symptoms of problems – we fix problems at the source – source code, to be specific. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we're all about the mission: provide solutions that deliver Clean Code. The impact you will have Mid-Market Account Manager plays a crucial role in our sales organization. They will be responsible for working with existing customers that are headquartered in North America. You will be responsible for managing the relationship between Sonar and your assigned account set. You will work closely with your customers to identify new business opportunities and ensure renewals. Your expertise will be critical in helping articulate the value of our products, and work with your customers to continue the growth and adoption of our products within their accounts. Ideally, you have sold technical products before.
\n On a daily basis, you willYou will schedule meetings and maintain a regular cadence of health checks and account reviews with key stakeholders in your assigned customer baseManage the entire sales cycle (qualifying > close) of new sales opportunities identified within your assigned accountsHelp optimize customer expansion process through troubleshooting, improving workflow, and proposing new solutionsWork with renewal and customer success teams to ensure a high renewal rate across your assigned accounts Interact with customers over the phone, email, and video conferenceProactively engage in building, growing, and sharing sales team best practicesUtilize Salesforce.com and Clari to accurately forecast new business bookings and renewals on a monthly and quarterly basis Leverage tools and sales methodologies to strongly qualify and close new sales opportunities within your account setProvide exceptional customer service and engagement to find and close expansion opportunities The skills you will demonstrateProven sales success of 3+ years of experience in a B2B sales role, ideally in a SaaS or subscription modelFocus on building and managing customer relationships Experience selling a technical product to a technical buyerProven success in ensuring a high renewal rate as an account managerProven success in finding new growth opportunities within an assigned account setFamiliarity in supporting and selling to Mid-Market customers and managing and negotiating software sales dealsAbility to drive the sales process effectively through phone calls, emails, and virtual and on-site meetingsProficiency 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 expertise; you know it and can't imagine sales without itCustomer-Centric focus; We Want Happy CustomersLanguage Skills: English The soft skills you will demonstrateStrong communication and listening skills: handling objections and taking feedback and coachingTeam player interested in seeing the company goals achieved alongside the team and individual goalsSelf-driven, desire to succeed, hungry, and proactive attitude Nice to haveExperience in Software Development Tooling sales or experience selling into the Development side of IT
\nWhy you will love it here: • Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice. • We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate! • We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday). • We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them. We prioritize Diversity, Equity, and Inclusion: At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures. We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.