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SonarSource is the leader in AI code verification and governance, helping over 75% of the Fortune 100 build trusted, reliable, and compliant software. The company integrates with major AI development platforms (Claude Code, GitHub Copilot, Gemini, Devin) and serves industry giants including Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company. With over $400M in revenue and profitable growth, SonarSource operates across global hubs and is building the backbone of the AI software revolution.
In this Major Account Manager role based in Geneva, you will manage a dedicated portfolio of strategic accounts, focusing on upselling and cross-selling within the banking and retail sectors. Your responsibilities include:
• Generate new opportunities within strategic accounts through targeted upselling and cross-selling initiatives
• Lead strategic client engagements, including Quarterly Business Reviews, demonstrating how SonarSource solutions address critical compliance standards (DORA, CRA, OWASP)
• Develop deep relationships with technical and business champions, positioning yourself as the go-to expert on clean code and application security
• Articulate the value of advanced features, particularly AI-driven secure coding capabilities, to differentiate offerings and solve complex customer problems
• Size, quote, negotiate, and close enterprise-level upgrades, managing full sales cycles with precision
• Collaborate with marketing to create and execute targeted campaigns addressing specific pain points in banking and retail
• Share insights and best practices for selling into regulated markets with the broader sales team
• Maintain detailed account activity records and opportunity forecasting in Salesforce
The role requires working in-office three anchor days per week (Mondays, Tuesdays, Thursdays) to foster team collaboration. Candidates must be genuinely based in Geneva; relocation support is available for the right candidate.
REQUIREMENTS:
• 7+ years proven success in B2B SaaS sales, 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, with demonstrated ability to maintain a run rate of £120k/month incremental expansion revenue at £25k ASP
• Solid understanding of key compliance and security standards critical to finance and retail: Digital Operational Resilience Act (DORA), Cyber Resilience Act (CRA), and OWASP Top 10
• Mastery of account planning, strategic prospecting, and pipeline management from lead qualification through deal closure
• Exceptional communication and listening skills; ability to deliver compelling value propositions to C-level contacts and handle objections effectively
• Proficiency with Salesforce.com as a critical tool for success
• Professional level of written and spoken English
• Proactive, customer-centric, and team-oriented attitude with a "build it while flying it" mindset
• Advantageous: Experience in or strong understanding of Secure DevOps principles and how security integrates into modern software development lifecycle; knowledge of AI application in enhancing code security and ability to discuss benefits with technical audiences; experience navigating hypergrowth environments
