Major Account Manager – Middle East & Africa

About the role

As a Major Account Manager for the Middle East & Africa region, you will own the relationship with Sonar’s largest and most strategic enterprise customers. You will drive upselling and cross‑selling of Sonar’s AI code verification solutions, ensuring customers receive continuous value throughout their journey.

Key responsibilities

• Generate new leads and expand opportunities within an assigned portfolio of strategic accounts.
• Conduct quarterly business reviews and maintain minimum requirements with each customer.
• Onboard customers onto Sonar’s commercial products and act as the primary point of contact.
• Quote software license needs, negotiate upgrades and close enterprise deals exceeding $100k.
• Collaborate with marketing on account‑based campaigns and share best practices with the sales team.
• Accurately record all activities and forecast pipeline in Salesforce.com.

Required profile

• 7+ years of B2B sales experience, preferably in SaaS or subscription‑based models.
• Proven track record selling technical products to technical buyers in the MEA market.
• Strong account‑planning and prospecting skills using tools such as ZoomInfo and LinkedIn.
• Excellent communication with executive‑level stakeholders and fluency in professional English.
• Self‑driven, team‑oriented attitude with a customer‑centric focus.

Required skills

• Salesforce.com (SFDC) for pipeline management and forecasting.
• ZoomInfo for prospecting and lead generation.
• LinkedIn for networking and account outreach.

What we offer

• Dynamic, respectful culture that values kindness, learning and the right to fail.
• Hybrid work model – three days in‑office and two days remote per week.
• Opportunities for continuous education and skill development.
• Transparent communication, regular updates and a focus on diversity, equity and inclusion.
• Relocation support for the right candidate.