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About the Role

This player-coach Director role is a critical go-to-market hire, responsible for building, leading, and selling alongside a founding team of 6-8 Senior Account Executives targeting AI-native startups and digital-native unicorns in the Bay Area. The role owns team revenue, culture, and a strategic account portfolio, reporting directly to the CRO. This leader will partner with Product, Engineering, and Developer Advocacy, setting the operating cadence for forecasting, pipeline reviews, deal inspection, and account planning, and serving as an executive sponsor for major deals. This Bay Area field role requires significant in-person engagement with customers and at the San Mateo HQ. The role involves leading a team that manages both long-cycle strategic enterprise pursuits and high-velocity product-led growth (PLG) conversions, balancing depth and speed.

Responsibilities

Manage full-funnel revenue performance for the AI Sales Specialist team, including pipeline generation, conversion, forecast accuracy, attainment, and net retention.
Manage a personal portfolio of 2-3 strategic accounts, modeling expected selling motions.
Recruit, hire, and ramp 6-8 founding Account Executives.
Establish and maintain operating cadence: weekly pipeline, deal reviews, MEDDPICC qualification, monthly forecasts, and quarterly business reviews.
Provide customer feedback to Product and Engineering to inform roadmap priorities.
Partner with Marketing and Developer Advocacy to convert developer adoption into enterprise revenue.
Represent Sonar externally in the Bay Area at AI ecosystem events, customer roundtables, and analyst conversations.
Track and manage pipeline velocity, including time-to-close, stage-conversion rates, and product-qualified lead (PQL) conversion across all deal sizes.
Maintain inside-sales infrastructure, including Salesforce hygiene, Outreach/Salesloft discipline, and Gong review cadence.
Systematically convert Sonar's PLG signals (developer trials, workspace signups, GitHub installs) into qualified pipeline.

Requirements

10+ years of progressive B2B SaaS sales experience.
4+ years in a frontline sales leadership role with team quota attainment.
Experience leading teams selling technical products to engineering, DevOps, platform, or security buyers.
Proven track record of consistent team quota attainment (100%+).
Personal experience closing seven-figure deals as an individual contributor.
Experience hiring and ramping 6-10 quota-carrying AEs with strong retention and ramp metrics.
Hands-on experience with developer-led / PLG-to-enterprise motions.
Technical fluency in Git, CI/CD, code review workflows, and SDLC tooling.
Based in the San Francisco Bay Area, with willingness to be physically present in San Mateo and with customers.
Experience building or managing a velocity or inside-sales track alongside strategic enterprise motion.
Proficiency with inside-sales tooling: Salesforce, Outreach or Salesloft, Gong or Chorus.
Experience building a sales team from zero at a Series B/C or growth-stage company.
Experience selling into AI-native companies or digital-native unicorns.
Prior experience selling code quality, code security, AppSec, developer productivity, or AI coding tools.
Technical background (e.g., CS degree, engineering, or DevRel experience).

Skills

Sales leadership
Team building and leadership
Selling technical products to engineering buyers
Talent acquisition
Adaptability to ambiguity
Playbook development
Knowledge of AI coding agents
Technical discussion with CTOs (CI pipelines, code review workflows)
Managing multiple deal sizes
Velocity sales track management
Sequence discipline
CRM rigor
Stage-conversion accountability
Technical fluency (Git, CI/CD, code review workflows, SDLC tooling)
Salesforce proficiency
Outreach or Salesloft proficiency
Gong or Chorus proficiency

Location

San Francisco Bay Area
San Mateo
San Francisco
Palo Alto
Mountain View
The Peninsula

Work Type

Field
Full-time

Experience Level

10+ years of B2B SaaS sales experience
4+ years in frontline sales leadership (Manager or Director)

Education Level

CS degree

About the Company

Sonar leads AI code review and verification, ensuring reliable, secure, and maintainable software from AI-assisted developers and autonomous agents.
The company integrates with major AI coding tools (Claude Code, Codex, Cursor, GitHub Copilot, Gemini, Devin).
Sonar helps over 75% of the Fortune 100 build trusted, compliant software, reducing AI-generated code outages by 44%.
Sonar provides independent, explainable, and consistent review and governance of AI-generated code for industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company.
Key products include SonarQube (AI code review platform), SonarQube Foundation Agent (agentic software repair), and SonarSweep & Sonar Context Augmentation (enterprise-grade context for agents).
Sonar operates globally with hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
The company's mindset is CODE: Committed, Obsessed with quality, Deliberate, Effective as one team.
Sonar has over $400M in revenue and is experiencing profitable, fast-paced growth, building the backbone of the AI software revolution.

Equal Opportunity

Sonar values diversity, equity, and inclusion, fostering a diverse and inclusive work environment.
Sonar is an equal opportunity employer, welcoming all qualified applicants regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Accommodations can be requested by contacting hiring@sonarsource.com.
Employment offers are contingent upon a comprehensive background check and reference verification.
Sonar does not currently support visa candidates in the US.
Applications from agencies or third-party recruiters will not be considered.