Enterprise account executive in finance and retail

Sonar; Greater London; On-site; GBP 150,000 - 240,000; Full time

Job summary

Sonar приглашает старшего менеджера по работе с крупными корпоративными клиентами в Великобритании. Вы будете генерировать новые возможности в портфеле стратегических финансовых и розничных клиентов, вести переговоры и заключать сделки.

Требуется 7+ лет B2B SaaS продаж, опыт продаж техническим лицам и C‑level, владение Salesforce, знание DORA/CRA/OWASP и способность управлять циклoм продаж до £250k. Возможна релокация.

Qualifications

• 7+ лет опыта B2B SaaS продаж в крупных аккаунтах.

Responsibilities

• Генерировать новые возможности в портфеле стратегических финансовых и розничных клиентов.
• Проводить стратегические взаимодействия с клиентами, включая Quarterly Business Reviews, демонстрируя ценность решений.
• Строить прочные отношения с техническими и бизнес-лочередами, становясь экспертом по безопасному коду и приложени́йной безопасности.
• Описывать ценность продвинутых функций, включая AI в безопасной разработке, для дифференциации предложений.
• Размерять, quote, вести переговоры и закрывать сделки на уровне предприятий, управляя полным цикл продаж.
• Сотрудничать с маркетингом для запуска целевых кампаний в банковской и розничной сферах.
• Вести точный учёт активности по аккаунтам и прогнозам возможностей в Salesforce.

Skills

B2B SaaS продажи

Работа с C‑level

Переговоры

Управление клиентскими отношениями

Tools

Salesforce.com

Job description

Описание

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.

Задачи

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.com.

Требования

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.com 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. Has worked in secure Devops familiarity with key concepts and standards governing code quality and security. Будет плюсом: 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; Experience of hypergrowth it’s challenges and opportunities is an advantage

Условия

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.