Major Account Manager - DACH

In this role you will drive growth in the EMEA region by expanding strategic, regulated accounts with Sonar’s AI-driven code verification platform. You will work closely with cross-functional teams to position our secure coding solutions in finance and retail, shaping enterprise engagements and expansions. You will articulate value to technical and executive audiences and manage complex sales cycles from qualification to close. This is a high-velocity, impact-focused role at a fast-growing company at the forefront of AI governance.

• Generate new opportunities within a strategic portfolio through upselling and cross-selling
• Lead strategic client engagements, including Quarterly Business Reviews, focused on compliance standards (DORA, CRA, OWASP)
• Develop relationships with technical and business champions as the go-to expert on clean code and application security
• Articulate value of AI-assisted secure coding features to differentiate offerings
• Size, quote, negotiate, and close enterprise upgrades across the full sales cycle
• Collaborate with marketing to run targeted campaigns for banking and retail industries
• Share sales insights and best practices for selling into regulated markets
• Maintain detailed account activity and forecasting in Salesforce

• 7+ years in a B2B SaaS sales role
• Proven success selling technical products to technical buyers and executive sponsors
• Experience managing large enterprise accounts and complex sales cycles with deals > 250k
• Demonstrated ability to drive incremental expansion revenue (≈120k/month at ASP 25k)
• Mastery of account planning, prospecting, and pipeline management from lead to close
• Exceptional communication and listening with ability to persuade C-level stakeholders
• Proficiency with Salesforce
• Professional English (written and spoken)
• Proactive, customer-centric, team-oriented attitude; able to operate in a high-growth environment
• Experience with Secure DevOps familiarity and knowledge of code quality and security concepts

• Exceptional communication and active listening
• Customer-centric mindset
• Team-oriented collaboration
• Salesforce proficiency
• Knowledge of Secure DevOps and software security practices
• Understanding of DORA, CRA, OWASP Top 10