Major Account Manager - DACH

Sonar Source
Germany
Workplace: HybridFull timeFunction: Customer Success & Account ManagementSkills: ["Communication","Listening","Customer-centric","Negotiation","Pipeline management"]

Own and grow a strategic portfolio of financial and retail enterprise accounts across DACH, driving upsell and cross-sell. Lead complex sales cycles from prospecting to close, including QBRs that tie Sonar’s AI code verification value to compliance needs like DORA, CRA, and OWASP Top 10. Build relationships with technical and business champions, maintain accurate Salesforce forecasting, and partner with marketing on targeted campaigns.

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FursaFursa
Sonar Source
Sonar Source
17 hours ago

Major Account Manager - DACH

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Source: Company careers pageValidated by: Fursa AI
Last checked: 11 hours agoStatus: Live

Job Summary

Own and grow a strategic portfolio of financial and retail enterprise accounts across DACH, driving upsell and cross-sell. Lead complex sales cycles from prospecting to close, including QBRs that tie Sonar’s AI code verification value to compliance needs like DORA, CRA, and OWASP Top 10. Build relationships with technical and business champions, maintain accurate Salesforce forecasting, and partner with marketing on targeted campaigns.
Location: Germany
Workplace: Hybrid
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Mid level

Key Responsibilities

  • •Generate new opportunities within a dedicated portfolio of strategic financial and retail accounts through upselling and cross-selling.
  • •Lead strategic client engagements, including Quarterly Business Reviews, aligned to compliance standards such as DORA, the CRA, and OWASP.
  • •Develop deep relationships with technical and business champions and become the go-to expert on clean code and application security.
  • •Articulate the value of advanced features, including applying AI to secure coding, to differentiate offerings and solve complex customer problems.
  • •Maintain meticulous records of account activity and opportunity forecasting using Salesforce.

Key Requirements

  • •7+ years in B2B SaaS sales with a record of selling technical products to technical buyers and executive sponsors.
  • •Proven success managing and growing large enterprise accounts through complex sales cycles and enterprise negotiations.
  • •Expertise in account planning, strategic prospecting, and pipeline management from lead qualification to closing.
  • •Exceptional communication and listening skills, delivering value propositions to C-level contacts and handling objections.
  • •Proficiency with Salesforce as a critical tool for success.
Experience:B2B SaaSEnterprise salesFinancial servicesRetailSecure DevOpsAI code verificationAgent-centric development
Skills:CommunicationListeningCustomer-centricNegotiationPipeline management
Languages:English
Tech Stack:SalesforceSonarQubeClaude CodeGitHub CopilotCursorCodexGeminiDevin

Company Brief

Sonar Source
Builds static code analysis and continuous inspection tools (SonarQube, SonarCloud, SonarLint) that identify bugs, vulnerabilities, and code smells across multiple languages to help teams improve code quality and maintainability.
Industry: Developer Tools
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Geneva, Switzerland
Founded: 2008
WebsiteLinkedIn