Candidate
Employer
Enterprise Account Executive
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Job Description
Major Territory Manager (Remote) | Sonar
The Tone:
This is a full-time role at Sonar, located remotely across all remote locations (USA). Sonar enables organizations to ship agentic code with confidence, utilizing its core platform, SonarQube, to verify over 750 billion lines of code daily. Sonar provides agentic verification and governance, helping businesses reduce outages, improve security, and lower the cost and risk of agentic software development. This role is crucial for significantly expanding Sonar’s customer base by evangelizing code quality management and driving product adoptions.
The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote USA
• Mission: Solve problems and focus on customers to evangelize the code quality management philosophy and significantly expand Sonar’s customer base.
• Tech Stack: AI, modern sales tech
What You’ll Actually Do
• Pipeline Agency & Math: Take full ownership of your revenue engine by managing 30–40+ active opportunities, treating SDR support as a multiplier.
• Manufacturing Urgency: Proactively pivot long-cycle enterprise evaluations into 30-day transactions by identifying high-stakes business drivers.
• SDR Partnership & Strategy: Collaborate with your SDR to map Tier 1 accounts, ensuring a relentless hunter mindset is applied to every target.
• Friction Removal: Navigate complex security and legal hurdles for deals using standardized processes to prevent cycle bloat.
• AI-Leveraged Execution: Use AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity at velocity.
The Must-Haves
• Background: Senior career level with 8+ years selling technical solutions into large/global companies, focusing on code quality management.
• Experience: 8+ years selling technical solutions into large/global companies with a track record of navigating complex stakeholder maps, proven ability to thrive in a high-volume inside sales environment, and comfort closing deals from $50k to $500k.
• Skills: Expert-level pipeline math fluency, a closer mindset that prioritizes momentum over nurturing, and advanced use of AI and modern sales tech.
