Account Executive - MEA

About Sonar

Sonar is pioneering agent-centric software development with a strong focus on AI code verification and governance. We help ensure that software created by AI-assisted developers or autonomous agents is dependable, secure, and maintainable. Our products integrate with popular tools such as Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, enabling over 75% of Fortune 100 companies to build trustworthy software. Our customers experience 44% fewer outages due to AI-generated code.

Our offerings include SonarQube, a leading AI code review platform, SonarQube Foundation Agent - a leader in agentic software repair, and solutions like SonarSweep and Sonar Context Augmentation which provide enterprise-grade context for effective agent operation. We have global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C., and follow our CODE values: Commitment to customers and community, obsession with quality, deliberation in decisions, and effective teamwork.

Daily Responsibilities

• Identify and develop new leads within a defined territory to surpass quarterly and yearly sales targets.
• Lead prospecting efforts targeting key accounts and collaborate with channel partners to build a robust sales pipeline.
• Engage prospects using a multi-channel approach including LinkedIn, emails, videos, cold calls, and meetings to convert opportunities into customers.
• Maintain ownership of your client portfolio by documenting buying criteria, processes, next steps, and owners, ensuring accurate pipeline management based on verifiable information.
• Assess and quote customer software licensing requirements.
• Communicate with prospects via phone, email, video conference, and on-site visits when required.
• Contribute to marketing campaigns focused on account-based, customer-centric approaches.
• Participate actively in sharing and refining best sales practices within the team.
• Record comprehensive account and opportunity details in Salesforce.com, and use it for daily activity planning and pipeline forecasting.

Required Skills and Experience

• Minimum 3-4 years of successful experience in B2B sales, preferably in SaaS or subscription-based environments.
• Strong aptitude for cultivating and managing customer relationships.
• Proven ability to sell technical products to technical decision-makers.
• Expertise in territory planning and prospecting utilizing diverse channels and tools such as Zoominfo, SalesLoft, LinkedIn, networking, and calls.
• Capability to manage and grow opportunities from lead qualification to closing, especially handling deals exceeding $20,000 with mid-market customers.
• Effective communication using multiple mediums, including phone, email, virtual, and face-to-face meetings.
• Skill in engaging executives and tailoring value propositions to various personas using both bottom-up and top-down approaches.
• Proficiency with Salesforce.com as an indispensable sales tool.
• Customer-oriented mindset focusing on client satisfaction.
• Fluency in professional spoken and written English.

Desired Soft Skills

• Excellent communication and attentive listening skills, with ability to handle objections and integrate coaching feedback.
• Collaborative team player aimed at achieving both company-wide and individual goals.
• Self-motivated, ambitious, and proactive in driving success.

Nice-to-Have

• Experience selling software development tools or products targeted at IT development teams.
• Background in closing international sales deals.

In-Office Culture

We emphasize onsite teamwork, anchoring collaboration on Mondays, Tuesdays, and Thursdays for maximum effectiveness. Candidates must be genuinely based in Dubai or willing to relocate with support.

Diversity and Inclusion

Sonar highly values diversity, equity, and inclusion. We welcome applicants regardless of race, color, religion, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status. Reasonable accommodations are available upon request.

Additional Information

Employment offers are contingent on successful background and reference checks. Applications from agencies or third-party recruiters will not be considered. We may use AI tools during parts of the hiring process, but all final decisions are made by human evaluators.