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Channel Account Executive Jobs in Reston, VA (NOW HIRING)

Sonar

SLED Account Executive

Washington, DC · On-site

The SLED Account Executive Role will play a crucial role in our sales organization. You will be ... You will also be working with strategic partners in coordination with our North American Channel ...

Sonar

SLED Account Executive

Washington, DC · On-site

Sonar Account Executive Sonar is driving the future of agent-centric software development. As the ... Strong Channel and Partner Selling Sophistication * Proficiency in communicating with executive ...

SG2 Recruiting

Account Executive

Washington, DC · On-site

Succeed. Always with integrity." As an Account Executive, your primary function will be to ... channel outbound prospecting campaigns. • Execute Lead Qualification and Discovery: You will ...

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All JobsChannel Account JobsChannel Account Executive JobsChannel Account Executive Jobs in Reston, VA

Channel Account Executive information

See Reston, VA salary details

$31.2K

$82.4K

$148.8K

How much do channel account executive jobs pay per year?

As of Aug 22, 2026, the average yearly pay for channel account executive in Reston, VA is $82,432.00, according to ZipRecruiter salary data. Most workers in this role earn between $56,200.00 and $98,800.00 per year, depending on experience, location, and employer.

What is a channel account executive?

A Channel Account Executive is a sales professional responsible for managing and growing relationships with a company’s partners, such as resellers, distributors, or other third-party vendors. Their main goal is to drive sales through these indirect channels by supporting partners with resources, training, and joint business planning. They act as a liaison between their company and channel partners, ensuring alignment on goals and strategies. This role often involves negotiating agreements, tracking performance metrics, and identifying new partnership opportunities. Success as a Channel Account Executive requires strong communication, negotiation, and relationship management skills.

How does a channel account executive typically collaborate with partners and internal teams to drive sales growth?

Channel Account Executives work closely with partner organizations, such as resellers and distributors, to develop joint business strategies and co-marketing initiatives. They often coordinate with internal teams like sales, marketing, and technical support to ensure partners have the resources and training needed to succeed. Regular communication, relationship-building, and alignment on goals are key aspects of the role. By facilitating collaboration between partners and internal stakeholders, Channel Account Executives help drive mutual sales growth and long-term partnerships.

What are the key skills and qualifications needed to thrive as a channel account executive, and why are they important?

To thrive as a Channel Account Executive, you need strong sales acumen, partner relationship management skills, and a solid understanding of channel sales models, often supported by a bachelor’s degree in business or a related field. Familiarity with CRM systems like Salesforce, sales enablement tools, and industry-specific certifications (such as Certified Channel Sales Professional) is highly beneficial. Exceptional communication, negotiation, and networking skills help you build trust and drive collaboration with channel partners. These capabilities are crucial for expanding market reach, achieving sales targets, and fostering long-term partner success.

What is the difference between Channel Account Executive vs Sales Representative?

AspectChannel Account ExecutiveSales Representative
CredentialsExperience in channel sales, industry-specific knowledgeSales training, sometimes certifications
Work EnvironmentCollaborates with partners and vendorsDirect customer interactions
Employer & Industry UsageTech, manufacturing, and wholesale sectorsRetail, B2B, and direct sales
Search & Comparison IntentUnderstanding channel sales roles and responsibilitiesDirect sales techniques and targets

The main difference is that a Channel Account Executive focuses on managing and developing relationships with channel partners, whereas a Sales Representative primarily sells directly to customers. The Channel Account Executive works closely with partners to expand market reach, while the Sales Representative targets individual clients. Both roles require sales skills but differ in their target audiences and collaboration levels.

What are the most commonly searched types of Channel Account jobs in Reston, VA?

The most popular types of Channel Account jobs in Reston, VA are:

What cities near Reston, VA are hiring for Channel Account Executive jobs?

Cities near Reston, VA with the most Channel Account Executive job openings:

Channel Account Executive jobs near you
Infographic showing various Channel Account Executive job openings in Reston, VA as of August 2026, with employment types broken down into 100% Full Time. Highlights an 100% In-person job distribution, with an average salary of $82,432 per year, or $39.6 per hour.

SLED Account Executive

Sonar

Washington, DC • On-site

Full-time

Re-posted 26 days ago

Job description

Who is Sonar?
Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable.
Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like:
  • SonarQube: The world's leading AI code review and verification platform.
  • SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.
  • SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.

Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE:
  • Committed to our customers and community.
  • Obsessed with quality.
  • Deliberate in our decisions.
  • Effective as one team.

With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you're hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.
The Impact You Will Have:
The SLED Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound SLED sales opportunities in your designated territory in North America along with leveraging existing SLED Customers to expand their footprint within those accounts and leveraging those relationships to find new SLED business, especially focused on State Governments and Higher Education. Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our SLED footprint in North America and Canada.
What You Will Do Daily:
  • Manage the entire sales cycle (qualifying > close) in SLED accounts in the Eastern United States with New York as the largest focus
  • 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 SLED 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 and Education, especially regulations that pertain to their applications and software development

The Experience You Will Need:
  • 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 SLED 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.com/CRM expertise; you know it and can't imagine sales without it
  • Proficiency with tools to automated sales campaigns; Salesloft or equivalent
  • Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent
  • Customer-Centric focus; We Want Successful Customers
  • Language Skills: English

In-office culture
We're intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create 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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