Major Account Manager - Nordics at Sonar

Who is Sonar?   Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.   We believe in developing great products that are supported by great internal teams and a strong culture.  We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.    We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.    And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.   At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.    Why You Should Apply:    At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.   We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able 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: supercharge developers to build better, faster. What You Will Do Daily • Generate new opportunities within a dedicated portfolio of the most strategic financial and retail accounts through upselling and cross-selling. • Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how our solutions help them meet critical compliance standards like DORA, the CRA, and OWASP. • Develop deep relationships with technical and business champions, becoming their go-to expert on clean code and application security. • Articulate the value of advanced features, including the application of AI to secure coding, to differentiate our offerings and solve complex customer problems. • Size, quote, negotiate, and close enterprise-level upgrades, managing the entire sales cycle with precision. • Collaborate with marketing to create and execute targeted campaigns that resonate with the specific pain points of the banking and retail industries. • Proactively share insights and best practices for selling into regulated markets with the wider sales team. • Maintain meticulous records of account activity and opportunity forecasting using Salesforce.com. The Experience You Will Need • Advantageous: Experience in or a strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle & knowledge of the application of AI in enhancing code security and the ability to discuss its benefits with technical audiences. • Essential: A solid understanding of key compliance and security standards crucial to the finance and retail sectors, including the Digital Operational Resilience Act (DORA), the Cyber Resilience Act (CRA), and the OWASP Top 10. • Proven success over 7+ years in a B2B SaaS sales role, with a track record of selling technical products to technical buyers and executive sponsors. • Expertise in managing and growing large enterprise accounts, including navigating complex sales cycles and negotiating deals over £500k, while maintaining a run rate of incremental expansion revenue of 120k/month at an ASP of 25k. We are a high velocity business. • Mastery of account planning, strategic prospecting, and pipeline management from lead qualification to closing the deal. • Exceptional communication and listening skills, with the ability to deliver compelling value propositions to C-level contacts and handle objections effectively. • Proficiency with Salesforce.com is a must; you should see it as a critical tool for success. • A proactive, customer-centric, and team-oriented attitude with a professional level of written and spoken English. A build it while flying it attitude is essential. • Experience of hypergrowth it’s challenges and opportunities is an advantage. • Has worked in secure Devops familiarity with key concepts and standards governing code quality and security. Why 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!).    Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.    We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.   We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.   As the leader in our field, our products and services are as strong as our internal team members.   We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.   Benefits of Working with Sonar   100% coverage of employee premiums through BUPA for medical, dental, and Employee Assistance Programs   Vision benefit through Sun Life which Includes an annual vision exam and vision hardware benefits    We encourage usage of our robust time-off allocations with 28 days of annual leave for our employees based out of our London hub, plus additional days based on seniority and circumstances.   Employer matching contribution pension scheme for up to 5%.    Gymflex: savings of up to 40% on memberships at over 4k gyms, leisure centres, yoga and pilates studios, health clubs and boot camps across the UK.   Generous discretionary Company Growth Bonus, paid annually.     Commuting: Public transport reimbursement of 60% for annual subscription   Global workforce with employees in 20+ countries representing 35+ unique nationalities.   We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.