Mid-Market AI Code Verification Territory Manager

Sonar; Austin (TX); On-site; USD 90,000 - 130,000; Full time

Job summary

Sonar seeks an experienced Mid-Market Account Executive in Austin to drive value-based software sales for our AI code verification platform. You will build relationships with buyers, craft business cases, and close deals that expand our footprint across organizations.

You will engage with developers, decision-makers, and procurement; manage renewals, and collaborate with channel managers to maximize account penetration while maintaining high standards of customer success.

Qualifications

• 2+ years in a B2B sales role with at least a year selling a technical software product.
• Familiarity in supporting and selling to Mid-Market customers and managing a volume/velocity sales motion.
• Proficiency in delivering value-based messages, developing a business case and demonstrating ROI to engage and sell to different personas.
• Ability to drive the sales process through phone calls, emails, and virtual/onsite meetings.
• Proven expertise in account planning and prospecting using tools like ZoomInfo, LinkedIn Navigator and 6sense; focus on building and managing customer relationships to maximize retention.
• Experience with MEDDPICCC or similar sales methodologies.
• Strong Salesforce.com expertise and a customer-centric mindset.
• Excellent communication skills in English; team oriented and proactive.

Responsibilities

• Employ value-based selling to generate new leads and opportunities within assigned Mid-Market accounts.
• Build relationships with buyers and develop champions to expand Sonar footprint across the organization.
• Size and quote software licensing needs, negotiate and close new or upgraded implementations.
• Ensure ongoing relationship management and renewals through proactive account management.
• Conduct calls, emails, video or in-person meetings, and quarterly business reviews as needed.
• Enable smooth onboarding and adoption across the customer journey with Sonar products.
• Collaborate with channel managers and SDRs to multi-thread and maximize account penetration.
• Support marketing with account-based campaigns and customer-focused initiatives.
• Share sales team best practices and maintain accurate CRM data for forecasting.
• Use Salesforce to schedule activity and forecast opportunity pipeline.

Skills

B2B sales

Mid-Market experience

ROI storytelling

Account planning

Communication

CRM proficiency

Tools

Salesforce.com

ZoomInfo

LinkedIn Navigator

6sense

MEDDPICCC

Job description

Sonar seeks an experienced Mid-Market Account Executive in Austin to drive value-based software sales for our AI code verification platform. You will build relationships with buyers, craft business cases, and close deals that expand our footprint across organizations.

You will engage with developers, decision-makers, and procurement; manage renewals, and collaborate with channel managers to maximize account penetration while maintaining high standards of customer success.