Major Account Manager – MEA

About the role

Generate new leads and opportunities within an assigned account set, representing Sonar's largest and most strategic existing customer base via upselling and cross‑selling. Manage customer relationships, conduct quarterly business reviews, onboard customers, negotiate and close upgrades, and collaborate with marketing and sales teams.

Key responsibilities

• Generate new leads and opportunities within an assigned account set, focusing on upselling and cross‑selling.
• Conduct quarterly business reviews and ensure minimum requirements are met.
• Onboard customers throughout their journey with Sonar’s commercial products.
• Develop relationships with champions within existing accounts and size/quote software license needs.
• Negotiate and close upgrades to existing implementations.
• Interact with customers via phone, email, video conference, and on‑site meetings.
• Support account‑based marketing campaigns and share sales best practices.
• Capture and report account and opportunity information in Salesforce.com and forecast pipeline.

Required profile

• 7+ years of B2B sales experience, preferably SaaS or subscription model.
• Proven track record selling technical products to technical buyers.
• Experience selling to the Middle East/MEA market.
• Expertise in account planning, prospecting and using tools such as ZoomInfo and LinkedIn.
• Ability to manage large enterprise deals (> $100k USD) and navigate the full sales cycle.
• Strong communication skills with executive‑level contacts and professional English.
• Self‑driven, proactive attitude and customer‑centric focus.

Required skills

• Salesforce.com (SFDC platform)
• ZoomInfo
• LinkedIn

What we offer

• Dynamic culture that values respect, kindness and embraces learning from failure.
• Hybrid work policy: three days in‑office, two days remote per week (or fully remote in some locations).
• Growth mindset with continuous learning and skill development support.
• Transparent communication with regular updates on company growth.
• Commitment to diversity, equity and inclusion; equal‑opportunity employer.
• In‑office collaboration rhythm with three anchor days (Monday, Tuesday, Thursday).