Enterprise Account Executive - Iberia (Spanish Speaker)

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.

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.

On a daily basis, you will:

• Generate new leads and opportunities within an assigned territory, leading to closing business enabling you to exceed your revenue targets quarterly and yearly.
• Manage prospecting sales efforts to target key accounts and work with the channel partners to generate a pipeline in your territory.
• Use multi-channel strategy to engage with your prospects (Linked-In, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos.
• Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence.
• Size and quote customer software license needs.
• Interact with prospects over phone, email, video conference, and on-site meetings when necessary.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Proactively engage in building, growing, and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
• Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

The hard skills you will demonstrate:

• Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
• Focus on building and managing customer relationships.
• Experience selling a technical product to a technical buyer.
• Proven expertise in territory planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, SalesLoft, LinkedIn, calling, and networking.
• Expertise in navigating and growing a pipeline in prospect accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating large enterprise deals.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
• 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.
• Written and spoken English at a professional level.

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.
• Language skills in Spanish and/or Portuguese.

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.