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Sonar
Sonar
201 – 500 Employees
Skilled Worker Visa SponsorEnterpriseSecuritySoftware
Sonar develops software quality and security tools for developers and enterprise engineering teams. Its products, including SonarQube and SonarCloud, use static analysis to inspect code continuously, identify quality and security issues, and help teams reduce technical debt. Sonar’s tools integrate with development environments and workflows to provide feedback during coding, supporting cleaner, more maintainable codebases and more reliable software delivery. The company also contributes to open source and operates across the software, security, and enterprise technology sectors.
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Major Account Manager, MEA – Remote UAE

Own and expand strategic enterprise accounts across the Middle East through upselling, cross-selling, and SaaS renewals. Sell Sonar’s AI-powered code verification and governance platform to technical decision-makers.

AEUnited Arab EmiratesRemoteFull-timeSeniorLeadEnglish RequiredAccount ManagerSales
SFDC

Description

  • Create and develop opportunities within strategic accounts through upselling and cross-selling
  • Define and manage customer requirements, including quarterly business reviews
  • Guide customers through onboarding and adoption of SonarSource commercial products
  • Build relationships with internal champions across existing customer organizations
  • Assess software licensing needs and prepare accurate quotations
  • Negotiate and close expansion deals for existing implementations
  • Engage customers by phone, email, video conference, and on-site meetings as needed
  • Contribute to account-based and customer-focused marketing initiatives
  • Develop, document, and share effective sales practices with the team
  • Maintain accurate account and opportunity records in SFDC
  • Use Salesforce.com to manage daily activities and produce reliable pipeline forecasts

Requirements

  • At least seven years of successful B2B sales experience, preferably with SaaS or subscription-based products
  • Demonstrated ability to build and manage customer relationships
  • Experience selling technical products to technical buyers
  • Experience selling into the Middle East and wider MEA market
  • Advanced account planning and prospecting skills using ZoomInfo, LinkedIn, phone outreach, and networking
  • Proven ability to develop existing-account pipelines from lead qualification through closed-won opportunities
  • Experience supporting and selling to large enterprise customers
  • Experience managing and negotiating enterprise transactions exceeding USD 100,000
  • Ability to advance sales cycles through calls, email, virtual meetings, and on-site engagements
  • Confidence communicating with executives and presenting value messages tailored to buyer personas
  • Proficiency with Salesforce.com
  • Strong customer-first mindset
  • Professional written and spoken English
  • Strong communication and listening abilities, including objection handling and openness to feedback and coaching
  • Collaborative, self-motivated, and proactive working style

Benefits

  • A respectful, kind workplace that supports experimentation, learning, and recovery from setbacks
  • Flexible working arrangements with three office days and two work-from-home days each week near office locations
  • Fully remote work in selected locations, including Dubai, India, Japan, and Australia
  • Ongoing learning opportunities and support for developing new skills
  • Regular company meetings, cascading communications, and updates on organizational growth
  • Commitment to equal employment opportunity
  • Workplace accommodation support
  • Background and reference checks may be required as a condition of employment

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