About the Position

Account Executive, Federal US Government

Location: Alexandria, United States

Employment Type: Employee / Full-Time

Work Location: On-site

About the Role

At Sonar, we are revolutionizing the future of agent-centric software development. As the leader in AI code verification and governance, we ensure that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. We are looking for a driven and experienced Account Executive to join our Federal US Government sales team.

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

Requirements

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 automate sales campaigns; Salesloft or equivalent
Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent

In-office Culture

We believe the best teams are built in the room together. Our in-office culture is intentional, with three anchor days - Mondays, Tuesdays, and Thursdays - creating the collaboration rhythm that makes a hub office worth having. Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.

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.

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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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Account Executive, Federal US Government

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