Account Executive - MEA
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Dubai, United Arab Emirates
Job summary
Account Executive - MEA AT Sonar
About this role
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Sales Account Executive – Sonar
About Sonar
Sonar is a global technology company focused on improving software development through AI-powered code verification and governance. Its solutions help organizations ensure that software produced by AI-assisted developers and autonomous coding agents is reliable, secure, maintainable, and compliant.
Sonar integrates with development tools and platforms including Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin. Its customers include major organizations across technology, finance, healthcare, automotive, and other industries.
The company operates across international hubs including Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
Job Overview
The role is responsible for generating and developing new business opportunities within an assigned territory, managing the sales pipeline, and closing deals to achieve quarterly and annual revenue targets.
Key Responsibilities
Identify and develop new leads and sales opportunities within the assigned territory and convert them into new customers.
Lead prospecting activities targeting strategic accounts and collaborate with channel partners to build a strong territory pipeline.
Use multiple prospecting channels, including LinkedIn, email, video, cold calling, networking, and meetings, to engage potential customers.
Manage assigned accounts and maintain accurate information on buying requirements, decision-making processes, next steps, responsibilities, and pipeline status.
Determine customer software licensing requirements and prepare appropriate quotations.
Engage prospects through telephone calls, emails, video conferences, and face-to-face meetings when required.
Support account-based marketing initiatives focused on prospective and existing customers.
Contribute to the development and sharing of effective sales practices across the team.
Maintain complete and accurate account and opportunity information within Salesforce.
Use Salesforce to manage daily sales activities and maintain reliable opportunity forecasts.
Requirements and Experience
At least 3–4 years of successful B2B sales experience, preferably within SaaS or subscription-based businesses.
Strong ability to establish, develop, and maintain customer relationships.
Experience selling technical products or solutions to technical decision-makers.
Demonstrated ability to plan territories and conduct prospecting using tools and channels such as ZoomInfo, SalesLoft, LinkedIn, telephone outreach, and networking.
Proven ability to develop sales pipelines within prospect accounts and manage opportunities from lead qualification through to closed business.
Experience selling to mid-market customers and handling negotiations involving deals valued above USD 20,000.
Ability to manage the sales process through telephone, email, virtual, and in-person meetings.
Confidence engaging executive-level stakeholders and adapting value propositions to different buyer personas using both top-down and bottom-up sales approaches.
Strong proficiency in Salesforce and experience using it as an essential part of the sales process.
Strong customer-focused approach with an emphasis on delivering positive customer outcomes.
Professional-level written and spoken English.
Soft Skills
Strong communication and active listening abilities, including confidence handling objections and applying feedback and coaching.
Collaborative approach with a willingness to work toward both individual and company-wide objectives.
Self-motivated, ambitious, proactive, and highly driven to achieve results.
Desirable Experience
Experience selling software development tools or solutions to software development and IT teams.
Experience managing and closing international sales opportunities.
Work Arrangement
Sonar operates an intentional in-office model designed to encourage collaboration. Employees are expected to work from the hub office on Mondays, Tuesdays, and Thursdays.
Applicants should be genuinely based in the location where the position is advertised. Relocation support may be available for suitable candidates who are currently based elsewhere.
Equal Opportunity
Sonar is committed to diversity, equity, and inclusion and provides equal employment opportunities to qualified applicants regardless of background, identity, disability, age, veteran status, or other protected characteristics.
Candidates requiring workplace accommodation may contact the company for assistance.
Employment offers are subject to successful background and reference checks before the start date.
Applications submitted through recruitment agencies or third-party recruiters will not be considered.
Sonar may use AI-supported tools during parts of its recruitment process, including application and resume reviews and assessment of responses. These tools support the recruitment team but do not replace human decision-making, with final hiring decisions made by people.