Major Account Manager - Italy

Job description

### **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,, 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: - Generate new opportunities within a dedicated portfolio of the most strategic accounts through upselling and cross-selling. - Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how our solutions help them meet critical compliance standards like DORA, the CRA, and OWASP. - Develop deep relationships with technical and business champions, becoming their go-to expert on clean code and application security. - Articulate the value of advanced features, including the application of AI to secure coding, to differentiate our offerings and solve complex customer problems. - Size, quote, negotiate, and close enterprise-level upgrades, managing the entire sales cycle with precision. - Collaborate with marketing to create and execute targeted campaigns that resonate with the specific pain points of the banking and retail industries. - Proactively share insights and best practices for selling into regulated markets with the wider sales team. - Maintain meticulous records of account activity and opportunity forecasting using [](http://Salesforce.com). ### The Experience You Will Need: - Advantageous: Experience in or a strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle & knowledge of the application of AI in enhancing code security and the ability to discuss its benefits with technical audiences. - Essential: A solid understanding of key compliance and security standards crucial to the finance and retail sectors, including the Digital Operational Resilience Act (DORA), the Cyber Resilience Act (CRA), and the OWASP Top 10. - Proven success over 7+ years in a B2B SaaS sales role, with a track record of selling technical products to technical buyers and executive sponsors. - Expertise in managing and growing large enterprise accounts, including navigating complex sales cycles and negotiating deals over £250k, while maintaining a run rate of incremental expansion revenue of 120k/month at an ASP of 25k. We are a high velocity business. - Mastery of account planning, strategic prospecting, and pipeline management from lead qualification to closing the deal. - Exceptional communication and listening skills, with the ability to deliver compelling value propositions to C-level contacts and handle objections effectively. - Proficiency with [](http://Salesforce.com) is a must; you should see it as a critical tool for success. - A proactive, customer-centric, and team-oriented attitude with a professional level of written and spoken English. A build it while flying it attitude is essential. - Experience of hypergrowth it’s challenges and opportunities is an advantage. - Has worked in secure Devops familiarity with key concepts and standards governing code quality and security.