Major Account Manager - Italy

SonarSource; Lombardia; On-site; EUR 90,000 - 120,000; Full time

Job summary

SonarSource in Lombardia, Italy is seeking a high-velocity Enterprise SaaS sales professional to drive opportunities within strategic accounts. You will lead complex deals, engage C-level sponsors, and articulate the business value of secure coding and AI-enabled tooling.

Successful candidates will manage end-to-end cycles, collaborate with marketing, and maintain precise Salesforce records to fuel growth in regulated industries.

Qualifications

• 7+ years in B2B SaaS sales with a proven enterprise deal track record.
• Experience selling to technical buyers and executive sponsors.
• Strong capability to manage large accounts and complex cycles.

Responsibilities

• Generate new opportunities within strategic accounts via upsell and cross-sell.
• Lead client engagements, including QBRs, aligning solutions to compliance needs.
• Build deep relationships with technical and business champions.
• Articulate AI-enabled secure coding benefits to stakeholders.
• Size, quote, negotiate, and close upgrades in enterprise deals.
• Collaborate with marketing on campaigns for banking and retail sectors.
• Maintain records of activity and forecast in Salesforce.

Skills

Secure DevOps

Enterprise sales

SaaS selling

C-level engagement

Negotiation

Salesforce proficiency

Tools

Salesforce

Job description

Who is Sonar? 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. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development. Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

What You Will Do Daily:

• Generate new opportunities within a dedicated portfolio of the most strategic 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.

The Experience You Will Need:

• 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.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.
• 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.

Accommodations & background checks

If you need any accommodation, please reach out to us at [e-mail].

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

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

In-office culture

We're intentional about this. We believe the best teams are built in the room together. 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