Senior Account Executive, AI Sales Specialist

You are a technical seller who genuinely cares about developers. 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're equally comfortable whiteboarding a CI pipeline with a staff engineer and presenting an ROI model to a CFO. 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'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 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 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.

• Own the entire revenue cycle for your named-account territory: prospecting, technical discovery (with SEs), multi-threaded executive engagement, POV management, commercial negotiation, and close.

• Generate the majority of your own pipeline through targeted outbound, ecosystem relationships, and in-person presence across the Bay Area.

• Partner with Developer Advocacy and Marketing to convert PLG signal — workspace signups, evaluation activity, GitHub installs — into qualified enterprise opportunities.

• Design tailored land-and-expand motions that start from the developer experience and ladder up to platform-wide deals.

• Build durable relationships with engineering leaders in the Bay Area AI ecosystem and bring their feedback back into Product to shape the roadmap.

• Help us hire, ramp, and shape the culture of the AI Sales Specialist team as we scale.

• Convert product-qualified leads (PQLs) — workspace signups, trial activity, GitHub installs — into closed revenue efficiently. For PLG-sourced opportunities where the product has done the qualification work, the expectation is a short-cycle close without over-engineering the process.

• Manage a mixed book simultaneously: multi-threaded strategic deals and higher-velocity inside-sales-style closes. Know when to invest deeply in a deal and when to accelerate a decision.

• Maintain rigorous CRM hygiene in Salesforce and run structured outreach sequences via Outreach or Salesloft. Be comfortable being measured on pipeline velocity metrics — time-to-first-meeting, time-to-close, stage-conversion rate — alongside ACV.

• 5–8+ years of full-cycle, quota-carrying SaaS sales experience.

• 3+ years selling technical products to engineering, DevOps, platform, or security buyers.

• Documented track record of consistent quota attainment (President's Club or equivalent is a strong plus).

• Multiple six-figure ACV deals closed in the last 24 months, ideally including at least one seven-figure deal.

• Hands-on experience running developer-led / PLG-to-enterprise sales motions where bottoms-up usage data shapes the buying committee.

• 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.

• 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.

• 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

• 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.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [email protected]. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

We do not currently support visa candidates in the US. 

Applications that are submitted through agencies or third party recruiters will not be considered.