Account Executive, Federal US Government

Who is Sonar?

Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.

Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence. 

What You Will Do Daily:

• 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

The Experience You Will Need:

• Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / 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 with tools to automated sales campaigns; Salesloft or equivalent
• Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. 

Candidates need to be genuinely based in the location the role is posted  — if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

Applications that are submitted through agencies or third party recruiters will not be considered.