Account Executive, Public Sector

Who is Sonar?

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, Master Card, Siemens, and T-Mobile.

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Public Sector Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound public sector sales opportunities in your designated territory in North America along with leveraging existing public sector Customers to expand their footprint within those accounts and leveraging those relationships to find new public sector business, especially focused on public sector.

Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our public sector footprint in North America and Canada.

• Manage the entire sales cycle (qualifying > close) in Federal accounts
• Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
• Manage outbound prospecting efforts within your territory to find new sales opportunities
• Evolve the Strategic Account plan for Existing Federal Accounts to ensure Customer Satisfaction and expand their renewals.
• Leverage existing relationships in State government departments to find new business in additional departments and agencies.
• Collaborate with sales development resources and partners to help find new sales opportunities within your territory
• Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution
• Leverage Salesforce and Clari to accurately forecast new business within the month and quarter
• Interact with customers over the phone, email, and video conference
• Proactively engage in building, growing, and sharing sales team best practices
• Keep up with market trends in Government, especially certifications and regulations that pertain to their applications and software development

• Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the Dev Ops / Open Source software markets
• Experience selling a technical product to a technical buyer
• 3+ Years of Federal Software sales experience
• Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter
• Strong Channel and Partner Selling Sophistication
• 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/CRM expertise; you know it and can’t imagine sales without it
• Proficiency…