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About the Role
Sonar is seeking a results-driven Sales Manager to lead, coach, and grow a team of Account Executives. This role involves driving new business and expansion revenue for their AI code verification and governance platform. The Sales Manager will set sales strategy, own pipeline and revenue growth, develop top-performing reps, and collaborate with Marketing, Customer Success, and Sales Operations.
Responsibilities
- Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota.
- Own the team's pipeline: forecast accurately, review deals, and identify risks and opportunities.
- Recruit, onboard, and train new sales talent.
- Conduct regular 1:1s, deal reviews, and call/demo coaching sessions.
- Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution.
- Analyze team performance metrics and act on insights.
- Set clear goals and KPIs for each team member and hold the team accountable.
- Champion Sonar's CODE values and foster a positive, high-performance team culture.
- Escalate and help resolve customer or deal issues.
- Report on team performance and forecasts to senior sales leadership.
Requirements
- 10+ years of selling experience, including 5+ years of sales leadership experience.
- Proven track record of meeting or exceeding sales targets, both individually and as a team leader.
- Strong coaching and people-management skills, with experience developing reps at different skill levels.
- Experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management.
- Take a data-driven approach to decision-making and performance management.
- Must have experience selling in a B2B SaaS or technology environment.
- Experience in free to fee paying motions and upsell driven by customer realization of value is ideal.
- Familiarity with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message.
- Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings.
- Candidates need to be genuinely based in the location the role is posted.
- All offers of employment are contingent upon the results of a comprehensive background check and reference verification.
- Applications submitted through agencies or third-party recruiters will not be considered.
Skills
- Communicate, negotiate, and present with excellence.
- Leveraging AI-powered insights to identify trends and optimize team outcomes.
Location
- Austin
- Bochum
- Dubai
- Geneva
- London
- Singapore
- Tokyo
- Washington D.C.
Work Type
- In-office culture
- Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.
- Relocation support available
Experience Level
- 10+ years of selling experience
- 5+ years of sales leadership experience
Education Level
- Bachelor's degree or equivalent practical experience
About the Company
- Sonar is driving the future of agent-centric software development.
- Sonar is the leader in AI code verification and governance.
- Sonar solves the critical problem of ensuring AI-generated software is reliable, secure, and maintainable.
- Sonar integrates seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin.
- Over 75% of the Fortune 100 use Sonar to build trusted, reliable, compliant software.
- Customers using Sonar are 44% less likely to report an outage due to AI-generated code.
- Sonar believes 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 Sonar.
- Sonar offers products like SonarQube, SonarQube Foundation Agent, SonarSweep & Sonar Context Augmentation.
- Sonar's team operates across global hubs.
- Sonar's mindset is CODE: Committed to customers and community, Obsessed with quality, Deliberate in decisions, Effective as one team.
- Sonar has over $400M in revenue and is profitable with fast-paced growth.
- Sonar is building the backbone of the AI software revolution.
Equal Opportunity
- We value diversity, equity, and inclusion.
- Sonar believes that our diversity is our strength.
- Sonar is a global company that values and respects different backgrounds, perspectives, and cultures.
- Sonar is 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 hiring@sonarsource.com.