Major Account Manager - MEA

Remote UAE · 7+ years experience · Full-time · Remote · Posted Sep 28, 2026

At a glance

Sonar is seeking a Major Account Manager - MEA for a remote UAE position.
The role involves driving the future of agent-centric software development by managing enterprise accounts and expanding Sonar's market presence.

Generate new leads and opportunities within an assigned account set, representing our largest and most strategic existing customer base at Sonar via upselling and cross-selling.
Ensure that minimum requirements are established, managed and maintained with customers, such as quarterly business reviews.
Onboard customers throughout their entire journey with SonarSource commercial products.
Develop relationships with champions within existing customer accounts.
Size and quote customer software license needs.
Negotiate and close upgrades to existing implementations.
Interact with customers over phone, email, video conference, and on-site meetings when necessary.
Support marketing efforts with account-based customer-focused marketing campaigns.
Pro-actively engage in building, growing and sharing sales team best practices.
Accurately capture and report all aspects of account and opportunity information within the SFDC platform.

Proven successful 7+ years of experience in a B2B sales role, ideally in a SaaS or subscription model, with a focus on building and managing customer relationships.
Experience selling a technical product to a technical buyer.
Experience selling to the Middle East/MEA market.
Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger (> 100k USD) enterprise deals.
Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with.
Written and spoken English at a professional level.
Candidates need to be genuinely based in the location the role is posted.

Remote UAE location with relocation support available for the right person if not currently based there.