Enterprise Account Executive - Middle East

Sonar; Dubai; Hybrid; AED 120,000 - 160,000; Full time

Job summary

A leading software solutions company in Dubai is seeking a skilled B2B Sales Representative to drive lead generation and expand its customer base. The ideal candidate will possess over 5 years of experience in sales, particularly in a SaaS environment, and a strong grasp of technical product selling. This role emphasizes customer relationship management and proficiency with Salesforce, along with a proactive and communicative approach to sales, contributing to a dynamic and respectful workplace culture.

Benefits

Flexible work policy

Dynamic work culture

Continuous education opportunities

Qualifications

• 5+ years of experience in B2B sales, ideally in SaaS.
• Experience selling to technical buyers.
• Ability to drive sales via various channels.

Responsibilities

• Generate leads and close business in your territory.
• Manage sales efforts for key accounts.
• Engage with prospects using a multichannel strategy.

Skills

B2B sales experience

Customer relationship management

Technical product selling

Territory planning

Experience with Salesforce

Communication skills

Proactive attitude

Tools

Salesforce

Zoominfo

SalesLoft

LinkedIn

Job description

Why should I Apply: At Sonar we are a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high‑quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems; we fix problems at the source—source code to be specific. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open‑source community, we are all about the mission: provide solutions that deliver Clean Code. Do you want to sell a great product that customers use and love? Do you want to be part of a fast‑growing company and work with a fantastic team? Can you work independently and also help build a great culture? At SonarSource we are experiencing tremendous growth and are looking to expand. Located at our headquarters in Geneva, this is an excellent opportunity to experience personal and professional growth as we scale the business. Are you ready to join?

The impact you will have

Utilize your proven sales skills to prospect within your territory, identify customers, buying circles, and economic buyers, highlight product value, drive adoption, and significantly expand our customer base. Engage with developers, decision‑makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory!

On a daily basis you will

• Generate new leads and opportunities within an assigned territory, leading to closing business and enabling you to exceed revenue targets quarterly and yearly.
• Manage prospecting sales efforts to target key accounts and work with channel partners to generate a pipeline in your territory.
• Use a multichannel strategy to engage with prospects (LinkedIn, email, videos, cold calls, meetings, etc.) and execute them to convert identified prospects into new logos.
• Take ownership of your book of business: document the buying criteria, buying process, next steps, and owners, and ensure pipeline accuracy based on evidence.
• Size and quote customer software license needs.
• Interact with prospects over phone, email, video conference, and onsite meetings when necessary.
• Support marketing efforts with account‑based, customer‑focused marketing campaigns.
• Proactively engage in building, growing, and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
• Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline.

Hard skills you will demonstrate

• Proven, successful 5 years of experience in a B2B sales role, ideally in a SaaS or subscription model.
• Focus on building and managing customer relationships.
• Experience selling a technical product to a technical buyer.
• Proven expertise in territory planning and prospecting using various channels and tools such as Zoominfo, SalesLoft, LinkedIn, calling, and networking.
• Expertise in navigating and growing a pipeline in prospective accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity supporting and selling to large enterprise customers and managing and negotiating > 50k USD enterprise deals.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings.
• 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 expertise; you know it and can’t imagine sales without it.
• Customer‑centric focus; we want happy customers.
• Written and spoken English at a professional level.

Soft skills you will demonstrate

• Strong communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing company goals achieved alongside the team and individual goals.
• Self‑driven desire to succeed, hungry, and proactive attitude.

Nice to have

• Experience in Software Development Tooling sales or experience selling into the Development side of IT.
• Experience with selling and closing deals internationally.
• Arabic language skills.

Why you will love it here

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again). We believe that the best idea wins and everyone has a voice. We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid‑back while still being passionate leaders in our domains. Our 550 SonarSourcers from 33 different nationalities can relate! We embrace work‑life balance. It is important to maintain a healthy work‑life balance. This is why we have a flexible work policy that includes remote and in‑office hybrid work (minimum three days a week in the office Monday/Tuesday/Thursday). We have a growth mindset. We love to learn and believe that continuous education is critical to our ever‑changing industry; new skills are a must and we’re happy to help our team acquire them.

We prioritize Diversity, Equity and Inclusion

At Sonar we are a global workforce and recognize the value of different backgrounds and global cultures. We are committed to creating a diverse work environment and are proud to be an equal‑opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third‑party recruiters will not be considered.

Required Experience:

IC