Sonar · 2 months ago
Senior Account Executive, US Federal Government
Alexandria, VA
Full-time
Onsite
Senior Level
5+ years expSonar is a company that helps prevent code quality and security issues while enhancing developer productivity through AI. The Senior Federal Account Executive will be responsible for qualifying inbound leads, managing sales cycles, and expanding relationships with Federal clients in the Public Sector.
Cyber SecurityDeveloper ToolsOpen SourceSoftware
No H1B
Responsibilities
Meet or exceed revenue target on assigned patch
Implement land and expand acquisition strategy
Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle
Manage outbound prospecting efforts within your territory to find new sales opportunities
Implement the company's large deal sales strategy in the field, focusing on enterprise-level clients
Create and evolve detailed strategic account plans
Collaborate with key stakeholders to successfully grow accounts (VP of Sales, Solution Engineering, Marketing, Channels, RevOps)
Build and maintain strong relationships with Federal clients, understanding their needs and offering scalable and repeatable solutions
Partner with Customer Success teams to ensure client satisfaction and retention
Manage the entire sales cycle (qualifying > close) in Federal accounts
Utilize SalesForce, Clari, GovSpend and other GTM tools for tracking client interactions and sales progress
Accurately report on field operations data, sales progress, and client feedback
Analyze sales performance and collaborate with the analytics team to derive actionable insights for strategy improvement
Engage in sales enablement activities, incorporating best practices and new strategies into daily operations
Stay updated with the latest industry trends and software advancements to maintain a competitive edge
Qualification
Required
Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets
Experience selling a technical product to a technical buyer
3+ Years of Federal Software sales experience
Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter
Strong Channel and Partner Selling Sophistication
Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)
Salesforce.com/CRM expertise
Proficiency with tools to automated sales campaigns; Salesloft or equivalent
Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent
Customer-Centric focus; We Want Successful Customers
Benefits
Flexible comprehensive employee benefit package that is 90% paid by the company.
We encourage usage of our robust time-off allocations.
We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
Generous discretionary Company Growth Bonus, paid annually.
Company
Sonar
Sonar provides open-source and commercial code analyzers to help developers manage code quality.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$457MKey Investors
Insight Partners
2022-04-26Series B· $412M
2016-11-29Series Unknown· $45M
Leadership Team
Nathan Jones
VP, Public Sector
Lynne Doherty
President Field Operations
Recent News
DevOps.com
2026-01-16
2026-01-14
2026-01-07
Company data provided by crunchbase