Major Account Manager - DACH

SonarSource seeks a Senior Major Account Manager for the DACH region based in Geneva. The role focuses on expanding enterprise accounts in finance and retail, leveraging Sonar’s AI-powered code review tools and compliance expertise. Candidates need 7+ years in B2B SaaS sales, deep knowledge of standards like DORA and OWASP, and proficiency in Salesforce.

SonarSource, a leader in AI-driven code review and verification, is expanding its presence in the DACH region. The company supports Fortune 100 clients in building secure software by integrating with AI tools and ensuring compliance with standards like DORA and CRA. This role is key to advancing Sonar’s mission in agent-centric development, where code verification is seen as essential to secure, efficient software creation.

Responsibilities

• Identify and pursue new business opportunities within a portfolio of major financial and retail clients through upselling and cross-selling.
• Lead strategic client interactions, including Quarterly Business Reviews, to showcase how Sonar’s solutions support compliance with DORA, CRA, and OWASP standards.
• Build strong relationships with both technical and business decision-makers, positioning yourself as their expert on clean code and application security.
• Communicate the value of advanced features, such as AI-assisted secure coding, to address complex customer challenges and differentiate Sonar’s offerings.
• Manage the full sales cycle for enterprise upgrades, including sizing, quoting, negotiating, and closing deals.
• Work with marketing to design and run targeted campaigns for the banking and retail sectors.
• Share insights and best practices for selling into regulated industries with the broader sales team.
• Keep detailed records of account activity and forecast opportunities using Salesforce.

Requirements

• Strong knowledge of compliance and security standards relevant to finance and retail, including DORA, CRA, and OWASP Top 10.
• 7+ years of experience in B2B SaaS sales, selling technical products to technical buyers and executive stakeholders.
• Proven ability to manage and grow large enterprise accounts, including handling complex sales cycles and negotiating deals exceeding £250k.
• Expertise in account planning, strategic prospecting, and pipeline management from initial lead to deal closure.
• Excellent communication and active listening skills, with the ability to present compelling value propositions to C-level executives and manage objections.
• Mandatory proficiency in Salesforce.
• A proactive, customer-focused, and collaborative mindset, with professional-level written and spoken English.

Nice to have

• Experience in or deep understanding of Secure DevOps principles and how security is embedded in modern software development.
• Background in hypergrowth environments, understanding the associated challenges and opportunities.
• Familiarity with key standards and concepts related to code quality and security in Secure DevOps.

About the company

SonarSource values diversity, equity, and inclusion, viewing diversity as a core strength. The company fosters a work environment where all employees feel respected and empowered to contribute their best.

• Committed to diversity, equity, and inclusion as a core strength.
• Fosters a work environment where everyone feels valued and empowered to contribute.