Major Account Manager - DACH

Sonar; Genf; Vor Ort; CHF 100.000 - 150.000; Vollzeit

Zusammenfassung

Sonar is seeking an experienced sales professional to drive growth in strategic financial and retail accounts. You will lead client engagements and develop relationships to position our solutions effectively.

The ideal candidate brings over 7 years of B2B SaaS sales experience and a robust understanding of compliance standards in the finance sector. We foster diversity and encourage all qualified applicants to apply.

Qualifikationen

• 7+ years in B2B SaaS sales with a focus on technical products.
• Strong understanding of key compliance and security standards.
• Mastery of account planning and strategic prospecting.
• Proficiency with Salesforce as a critical success tool.
• Experience in negotiating deals over £250k.

Aufgaben

• Generate new opportunities through upselling and cross-selling.
• Lead client engagements and maintain records using Salesforce.
• Collaborate with marketing to execute targeted campaigns.
• Proactively share insights with the sales team.

Kenntnisse

Secure DevOps principles

B2B SaaS sales experience

Salesforce proficiency

Exceptional communication skills

Jobbeschreibung

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 the application of AI to secure coding, to differentiate our offerings and solve complex customer problems.
• Size, quote, negotiate, and close enterprise‑level upgrades, managing the entire sales cycle with precision.
• Collaborate with marketing to create and execute targeted campaigns that resonate with the specific pain points of the banking and retail industries.
• Proactively share insights and best practices for selling into regulated markets with the wider sales team.
• Maintain meticulous records of account activity and opportunity forecasting using Salesforce.

Experience and Qualifications

• Advantageous: Experience in or a strong understanding of Secure DevOps principles and how security is integrated into the modern software development lifecycle & knowledge of the application of AI in enhancing code security and the ability to discuss its benefits with technical audiences.
• Essential: A solid understanding of key compliance and security standards crucial to the finance and retail sectors, including the Digital Operational Resilience Act (DORA), the Cyber Resilience Act (CRA), and the OWASP Top 10.
• Proven success over 7+ years in a B2B SaaS sales role, with a track record of selling technical products to technical buyers and executive sponsors.
• Expertise in managing and growing large enterprise accounts, including navigating complex sales cycles and negotiating deals over £250k, while maintaining a run rate of incremental expansion revenue of 120k/month at an ASP of 25k. We are a high velocity business.
• Mastery of account planning, strategic prospecting, and pipeline management from lead qualification to closing the deal.
• Exceptional communication and listening skills, with the ability to deliver compelling value propositions to C-level contacts and handle objections effectively.
• Proficiency with Salesforce is a must; you should see it as a critical tool for success.
• A proactive, customer‑centric, and team‑oriented attitude with a professional level of written and spoken English. A build it while flying it attitude is essential.
• Experience of hypergrowth it’s challenges and opportunities is an advantage.
• Has worked in secure DevOps familiarity with key concepts and standards governing code quality and security.

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 <[email protected]>.

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

We do not currently support visa candidates in the US.

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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.