Account Executive (Agentic Code Review, Gitar.ai)

Join Sonar, a category-defining platform in the AI space, as a Senior Account Executive. In this full-cycle, high-velocity role, you will own a named-account territory of AI-native startups and digital-native unicorns. You will build pipeline, run developer-led evaluations, and close six- and seven-figure deals with key engineering leaders. You will work closely with various teams to turn developer adoption into enterprise relationships and will be expected to spend time in-person with customers.

• Gérer l'ensemble du cycle de revenus pour votre territoire de comptes nommés : prospection, découverte technique, engagement exécutif, gestion de la preuve de concept, négociation commerciale et conclusion.
• Générer la majorité de votre propre pipeline grâce à des efforts de prospection ciblés, des relations avec l'écosystème et une présence en personne dans la région de la baie.
• Construire des relations durables avec les leaders en ingénierie de l'écosystème de l'IA de la baie et faire remonter leurs retours à l'équipe produit pour façonner la feuille de route.
• You are a technical seller who genuinely cares about developers
• You're equally comfortable whiteboarding a CI pipeline with a staff engineer and presenting an ROI model to a CFO
• You've sold to engineering buyers before — ideally at a dev tools, DevOps, code intelligence, security, or AI infrastructure company — and you know how to navigate a sale that begins bottoms-up and lands at the CTO's desk
• You read AI Twitter / X, you know the difference between Cursor and Copilot, and you have informed opinions about where AI coding agents are headed
• You can close a PLG-converted deal in two weeks and a strategic platform deal in six months, and you bring the same professionalism to both
• You're energized by the pace of an early team, you take ownership without being asked, and you'd rather be in the room than on Zoom
• You do not treat small or mid-market deals as below you — you understand that velocity across the full deal-size spectrum is what builds a healthy book and a strong commission
• You are as comfortable running a high-volume sequence in Outreach as you are preparing a board-level ROI story
• Documented track record of consistent quota attainment (President's Club or equivalent is a strong plus)
• 5–8+ years of full-cycle, quota-carrying SaaS sales experience
• Hands-on experience running developer-led / PLG-to-enterprise sales motions where bottoms-up usage data shapes the buying committee
• Based in the San Francisco Bay Area; willing to be in our San Mateo HQ multiple days per week and physically present with customers across SF, Palo Alto, Mountain View, and the Peninsula
• Multiple six-figure ACV deals closed in the last 24 months, ideally including at least one seven-figure deal
• 3+ years selling technical products to engineering, DevOps, platform, or security buyers
• Experience running velocity plays or shorter-cycle inside-sales motions in addition to strategic enterprise selling — comfortable managing higher deal volume, a mix of deal sizes, and PLG-sourced pipeline that moves faster than a traditional enterprise cycle
• Fluent enough in modern software development — Git, CI/CD, code review workflows, SDLC tooling — to lead a technical conversation without an SE in the room when you have to
• Proficient with inside-sales tooling: Salesforce (SFDC), Outreach or Salesloft, Gong or Chorus. Knows how to run sequencing, track stage-conversion metrics, and manage CRM hygiene without being asked