Major Account Manager

Sonar Source
London
Workplace: HybridFull timeFunction: Customer Success & Account ManagementExperience: 7+ yearsSkills: ["Negotiation","Communication","Presentation","Relationship-management","Customer-orientation"]

Lead enterprise-level sales in the Nordics for security and DevOps solutions, managing strategic, multi-year deals with technical buyers in fintech and retail sectors. Build deep relationships with C-suite and technical champions, drive upsells, negotiate £500k+ contracts, and guide customers through complex regulatory and security requirements (DORA, CRA, OWASP). Proficient in Salesforce and pipeline management in a high-velocity, growth environment.

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FursaFursa
Sonar Source
Sonar Source
4 months ago

Major Account Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 8 hours agoStatus: Live

Job Summary

Lead enterprise-level sales in the Nordics for security and DevOps solutions, managing strategic, multi-year deals with technical buyers in fintech and retail sectors. Build deep relationships with C-suite and technical champions, drive upsells, negotiate £500k+ contracts, and guide customers through complex regulatory and security requirements (DORA, CRA, OWASP). Proficient in Salesforce and pipeline management in a high-velocity, growth environment.
Location: London
Workplace: Hybrid
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Sr. Manager level

Key Responsibilities

  • •Generate new opportunities within a dedicated portfolio of the most strategic financial and retail accounts through upselling and cross-selling.
  • •Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how our solutions help them meet critical compliance standards like DORA, the CRA, and OWASP.
  • •Develop deep relationships with technical and business champions, becoming their go-to expert on clean code and application security.
  • •Articulate the value of advanced features, including AI applications to secure coding, to differentiate offerings and solve complex customer problems.
  • •Size, quote, negotiate, and close enterprise-level upgrades, managing the entire sales cycle with precision.
Travel: Low travel

Pay and Benefits

Perks:Health InsuranceDentalPensionRemote WorkVisionGym MembershipPaid Leave

Key Requirements

  • •7+ years in a B2B SaaS sales role, selling technical products to technical buyers and executive sponsors.
  • •Proven success managing and growing large enterprise accounts, navigating complex sales cycles and negotiating deals over £500k with incremental expansion revenue ~£120k/month at an ASP of £25k.
  • •Expertise with Salesforce.com; proficient in account planning, strategic prospecting, and pipeline management.
  • •Solid understanding of Secure DevOps principles and AI applications in code security; knowledge of DORA, CRA, and OWASP Top 10.
  • •Strong communication skills with ability to present to C-level stakeholders and handle objections.
Experience:7+ yearsFintechRetailSaaSCybersecurityApplication security
Skills:NegotiationCommunicationPresentationRelationship-managementCustomer-orientation
Languages:English
Tech Stack:Salesforce

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