Mid-Market Account Executive - Italy

SonarSource seeks a Mid-Market Account Executive based in Geneva to drive revenue growth within Italian accounts through strategic upselling, relationship management, and technical sales expertise.

This position focuses on expanding SonarSource's footprint within the Italian mid-market segment. The role involves managing a dedicated book of business, identifying growth opportunities through upselling and cross-selling, and guiding customers through their entire commercial journey with the company's software solutions.

Responsibilities

• Identify and develop new business opportunities within a designated portfolio of accounts, leveraging upselling and cross-selling strategies to meet quarterly and annual revenue goals.
• Manage the full sales cycle for assigned accounts by documenting buying criteria, processes, and next steps to maintain accurate pipeline visibility.
• Conduct regular business reviews with clients to ensure minimum engagement requirements are met and relationships are strengthened.
• Guide customers through the onboarding process for SonarSource commercial products, ensuring a smooth transition and adoption.
• Build and nurture relationships with key decision-makers and champions within existing customer accounts.
• Assess customer needs to determine appropriate software license sizes and prepare accurate quotes.
• Negotiate terms and successfully close upgrades for current implementations.
• Communicate with clients via phone, email, video conferences, and occasional on-site visits.
• Collaborate with marketing to support account-based campaigns tailored to specific customer segments.
• Share and implement sales best practices to enhance team performance.
• Maintain precise records of account and opportunity data within the Salesforce platform.
• Use Salesforce to track daily activities and forecast pipeline accuracy.

Requirements

• At least five years of experience in B2B sales, preferably within SaaS or subscription-based environments.
• Strong ability to build and maintain long-term customer relationships.
• Experience selling technical products to technical stakeholders.
• Proven skills in account planning and prospecting using tools like Zoominfo, LinkedIn, cold calling, and networking.
• Expertise in managing pipelines within existing accounts, moving deals from qualification to closure.
• Familiarity with enterprise-level sales, including managing and negotiating complex deals.
• Ability to drive the sales process effectively through various communication channels.
• Strong communication skills for engaging with executive-level contacts, adapting messaging to different personas.
• High proficiency in Salesforce.com for sales operations and forecasting.
• Customer-centric mindset focused on delivering value and ensuring client satisfaction.
• Professional-level fluency in both Italian and English.

About the company

SonarSource operates with a core mindset called CODE, emphasizing commitment to customers and community, obsession with quality, deliberate decision-making, and team effectiveness. The company values diversity, equity, and inclusion, fostering an environment where different backgrounds and perspectives are respected. It is committed to creating a workplace where everyone feels valued and empowered to contribute their best work.

• Adopts the CODE mindset: Committed to customers and community, Obsessed with quality, Deliberate in decisions, Effective as one team.
• Values diversity, equity, and inclusion, respecting different backgrounds, perspectives, and cultures.
• Committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best.