Sonar · 1 month ago
Account Executive, Federal US Government
Austin, TX
Full-time
Onsite
Senior Level
5+ years expSonar is a company dedicated to improving code quality and security for developers worldwide. The Public Sector Account Executive will manage the sales cycle for Federal accounts, qualify leads, and leverage existing relationships to expand business opportunities in the public sector.
Cyber SecurityDeveloper ToolsOpen SourceSoftware
No H1B
Responsibilities
Manage the entire sales cycle (qualifying > close) in Federal accounts
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
Evolve the Strategic Account plan for Existing Federal Accounts to ensure Customer Satisfaction and expand their renewals
Leverage existing relationships in State government departments to find new business in additional departments and agencies
Collaborate with sales development resources and partners to help find new sales opportunities within your territory
Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution
Leverage Salesforce and Clari to accurately forecast new business within the month and quarter
Interact with customers over the phone, email, and video conference
Proactively engage in building, growing, and sharing sales team best practices
Keep up with market trends in Government, especially certifications and regulations that pertain to their applications and software development
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/CRM expertise; you know it and can't imagine sales without it
Proficiency with tools to automated sales campaigns; Salesloft or equivalent
Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent
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