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Sonar

Posted 9 days ago

Open

Enterprise Territory Manager - DACH

GenevaOn-site

AI Summary

Generates new leads and manages an assigned account set within the DACH region, driving upselling and cross-selling of Sonar's AI code verification products to enterprise customers.

About this role

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.

On a daily basis, you will

  • Generate new leads and opportunities within an assigned account set, representing our high-potential customer base at Sonar via upselling and cross-selling which enables you to exceed your revenue targets on a quarterly and yearly basis.
  • Take ownership of your book of business: document the buying criteria, the buying process, the next steps and owners, and ensure pipeline accuracy based on evidence.
  • 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.
  • Utilize Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

    • The hard skills you will demonstrate

  • Proven successful 5+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
  • Focus on building and managing customer relationships.
  • Experience selling a technical product to a technical buyer.
  • 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 enterprise deals.
  • Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings.
  • 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 lover; you know it and can’t imagine sales without it.
  • Customer-Centric focus; We Want Happy Customers.
  • Written and spoken English at a professional level.

    • The soft skills you will demonstrate

  • Solid communication and listening skills: handling objections and taking feedback and coaching.
  • Team player interested in seeing the company goals achieved alongside the team and individual goals.
  • Self-driven and proactive attitude.

    • Nice to have

  • Experience in a B2B sales role in a SaaS or subscription model.
  • Experience in Software Development Tooling sales or experience selling into the Development side of IT.
  • Experience with selling and closing deals internationally.

    • Skills

    Account PlanningB2b SalesCustomer OnboardingEnterprise SalesLinkedInNegotiationPipeline ManagementProspectingQuarterly Business ReviewsSaaSSalesforceSFDCSoftware LicensingZoomInfo

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