SLED Account Executive
SonarSourceAbout the role
Who is Sonar?
Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable.
Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like:
- SonarQube: The world’s leading AI code review and verification platform.
- SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.
- SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.
Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE:
- Committed to our customers and community.
- Obsessed with quality.
- Deliberate in our decisions.
- Effective as one team.
With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.
What You Will Do Daily:
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Manage the entire sales cycle (qualifying > close) in SLED accounts in the Eastern United States with New York as the largest focus
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Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
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Manage outbound prospecting efforts within your territory to find new sales opportunities
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Evolve the Strategic Account plan for Existing SLED Accounts to ensure Customer Satisfaction and expand their renewals.
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Leverage existing relationships in State government departments to find new business in additional departments and agencies.
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Collaborate with sales development resources and partners to help find new sales opportunities within your territory
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Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution
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Leverage Salesforce and Clari to accurately forecast new business within the month and quarter
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Interact with customers over the phone, email, and video conference
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Proactively engage in building, growing, and sharing sales team best practices
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Keep up with market trends in Government and Education, especially regulations that pertain to their applications and software development
The Experience You Will Need:
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Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets
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Experience selling a technical product to a technical buyer
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3+ Years of SLED Software sales experience
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Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter
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Strong Channel and Partner Selling Sophistication
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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)
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Salesforce.com/CRM expertise; you know it and can’t imagine sales without it
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Proficiency with tools to au
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