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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, Cursor) and serves industry giants including Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company. With over $400M in revenue and profitable growth, Sonar operates across global hubs including Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
As a Major Account Manager for the MEA region, you will drive growth within an assigned set of the company's largest and most strategic existing customers through upselling and cross-selling. Your daily responsibilities include generating new leads and opportunities, establishing and maintaining minimum customer requirements (such as quarterly business reviews), onboarding customers throughout their journey with SonarSource commercial products, and developing deep relationships with champions within existing accounts. You will size and quote customer software license needs, negotiate and close upgrades to existing implementations, and interact with customers via phone, email, video conference, and on-site meetings. Additional duties include supporting marketing efforts with account-based campaigns, proactively sharing sales team best practices, and accurately capturing account and opportunity information in Salesforce.
The role is based in Dubai with a hybrid work model: 3 days in-office (Mondays, Tuesdays, Thursdays) and 2 days work-from-home per week. The company values a dynamic culture emphasizing respect, kindness, and continuous learning. You will work within a global team committed to quality, customer success, and transparent communication.
REQUIREMENTS:
- 7+ years of proven successful experience in B2B sales, ideally in SaaS or subscription models, with a focus on building and managing customer relationships
- Experience selling technical products to technical buyers
- Demonstrated experience selling to the Middle East/MEA market
- Proven expertise in account planning and prospecting using tools such as ZoomInfo, LinkedIn, calling, and networking
- Expertise in navigating and growing pipelines in existing customer accounts, from Lead Qualification through Closed Won
- Experience supporting and selling to large enterprise customers; ability to manage and negotiate enterprise deals exceeding $100k USD
- Strong ability to drive the sales process through phone calls, emails, and virtual and on-site meetings
- Proficiency communicating with executive-level contacts and delivering value messages tailored to different personas (bottom-up and top-down approaches)
- Advanced proficiency with Salesforce.com
- Customer-centric focus with commitment to customer success
- Professional-level written and spoken English
- Solid communication and listening skills; ability to handle objections and accept feedback and coaching
- Team player mentality aligned with company goals
- Self-driven and proactive attitude
- Must be genuinely based in the UAE location; relocation support available for the right candidate
