Federal Civilian Sales Representative

2 months ago

Washington, Washington, D.C., United States Sonar Full time

Sonar solves the trillion-dollar challenge of bad code. Sonar equips organizations to achieve and sustain a Clean Code state by empowering developers to write consistent, intentional, adaptable, and responsible code. Clean Code produces software that is maintainable, reliable, and secure, allowing development teams to spend less time fixing issues and more time innovating. With Sonar, and by employing the company's Clean as You Code methodology, organizations minimize risk, reduce technical debt, increase productivity, and derive more value from their software in a predictable and sustainable way.

Sonar's open-source and commercial products – SonarLint, SonarCloud, and SonarQube – support over 30 programming languages, frameworks, and infrastructure technologies. Trusted by more than 500,000 organizations and used by more than 7 million developers globally to clean more than half a trillion lines of code, Sonar is integral to delivering better software.

The impact you will have

The Federal Civilian Sales Representative plays a crucial role in our Federal sales organization. You will be responsible for prospecting and closing new businesses across the US Federal Government Civilian agencies. You will identify, nurture, and close opportunities with new customers, manage forecasts and track customer data. You will manage and grow existing relationships at key agencies expanding Sonar's adoption and commercial footprint. You will be responsible for the overall lifecycle of the relationship with the customer(s). Clients will range from government executives to software development teams.

On a daily basis, you keys responsibilities will be

Revenue Growth within US Federal Civilian Agencies:

Meet or exceed revenue target on assigned patchImplement land and expand acquisition strategy

Strategy Implementation and Sales Execution:

Implement the company's large deal sales strategy in the field, focusing on enterprise-level clients.Create and evolve detailed strategic account plansCollaborate with key stakeholders to successfully grow accounts (VP of Sales, Solution Engineering, Marketing, Channels, RevOps)

Client Engagement and Relationship Management:

Build and maintain strong relationships with Federal clients, understanding their needs and offering scalable and repeatable solutions.Partner with Customer Success teams to ensure client satisfaction and retention.

Sales Process Optimization:

Contribute to the optimization of the sales process, ensuring efficiency and effectiveness in the field.Utilize SalesForce and other GTM tools for tracking client interactions and sales progress.

Reporting and Analysis:

Accurately report on field operations data, sales progress, and client feedback.Analyze sales performance and collaborate with the analytics team to derive actionable insights for strategy improvement.

Sales Enablement and Training:

Engage in sales enablement activities, incorporating best practices and new strategies into daily operations.Stay updated with the latest industry trends and software advancements to maintain a competitive edge.

The skills you will demonstrate

  • Proven experience in Federal software sales, with a track record of meeting or exceeding sales targets (preferably in the DevOps / OpenSource space).
  • Strong understanding of sales processes, CRM systems, and data analysis.
  • Excellent communication and interpersonal skills, capable of building and maintaining strong client relationships.
  • Ability to work collaboratively in a cross-functional team environment.
  • Willingness and desire to roll up the sleeves and execute; self-starter
  • Big and bold thinker with strong problem-solving skills and the ability to adapt to changing market dynamics.

What we offer


• A dynamic and supportive work environment in a rapidly growing company.


• Opportunities for professional growth and career advancement.


• Competitive compensation package, including performance-based incentives.


• Comprehensive training and development programs.

Why you will love it here


• We value a safe work culture - founded in respect, kindness, and the right to fail.


• We hire great people - we value communication skills as much as technical prowess and we strive to create a work environment that allows for everyone to succeed and feel empowered to do their best work. Our 500+ SonarSourcers from 35 different nationalities can relate


• Work-life balance - a healthy work-life balance is very important at Sonar.


• Flexible hours - we schedule our days in order to be effective at work, while also being able to enjoy life's important moments.


• We promote continuous learning - in an ever-changing industry, learning new skills is the key to growth and success We're happy to support all employees in this journey if desired.

What we do

As Home of Clean Code, Sonar is the ultimate solution to achieving Clean Code for developers and organizations alike.

The company was formed to develop the open-source tool SonarQube, which has since become the go-to standard in code quality management. We strive every day to pave the way for developers, tackling the toughest issues head-on and pushing the limits of what's possible.

Who we are

At Sonar we believe in people, dedication, and innovation. We're a team of problem solvers who are passionate and relentless in their respective missions. We want to work with people who are ready and willing to fasten their seat belts and be part of an incredible ride

Our Core Values are: Smarter Together, Excellence, Innovation, and Delivery. They reflect our unique culture and we expect them to help shape and positively strengthen our organization.

If you want to learn more about our culture, check out our blog post.

Join us; we'll be smarter and stronger together

Sonar is an equal-opportunity employer and is committed to treating every employee with equal respect and fairness. We maintain a zero-tolerance policy toward any form of discrimination. All candidates will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, age, veteran status, disability, or any other legally protected status.

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