SLED Account Executive

SonarSource

Sales & Business Development

Austin, TX, USA

Posted on Saturday, October 5, 2024

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.

Position Overview:

The SLED Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound SLED sales opportunities in your designated territory in North America along with leveraging existing SLED Customers to expand their footprint within those accounts and leveraging those relationships to find new SLED business, especially focused on State Governments and Higher Education. Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our SLED footprint in North America and Canada.

On a daily basis, you wil

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 SLED accounts headquartered in your assigned territory. ( West, Central, East, Canada)
Manage outbound prospecting efforts within your territory to find new sales opportunities
Act as an Account Manager for Existing SLED Accounts in your region to grow their footprint and ensure their renewal.
Leverage existing relationships in State and Canadian government departments to find new business in additional departments and agencies.
Work with SDR and Partners Team to help find new sales opportunities within your territory
Work 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 quarterInteract with customers over the phone, email, and video conference
Proactively engage in building, growing, and sharing sales team best practices
Keep up with market trends in Government and Education, especially regulations that pertain to their applications and software development
Help spearhead Sales Strategies that focus on State, Local, and Education.

The skills you will demonstrate

Proven sales success of 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
Experience selling a technical product to a technical buyer
3+ Year of SLED Software sales experience
Hunter mentality, proven track record of prospecting and generating new logos
Strong Channel Background
Proficiency 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 it
Customer-Centric focus; We Want Happy Customers
Language Skills: English

The soft skills you will demonstrate

Strong communication and listening skills: handling objections and taking feedback and coaching.
Team player interested in seeing the company goals achieved alongside the team and individual goals.
Self-driven, desire to succeed, hungry, and proactive attitude.

Nice to have

Experience in Software Development Tooling sales or experience selling into the development side of IT
Strong existing relationships in State, Local and Education accounts
Deep knowledge of Government contracts and procurement vehicles

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!). 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.

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SLED Account Executive