Enterprise Territory Manager - Eastern Europe

Sonar•Geneva, IL

16h•Hybrid

About The Position

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.

Requirements

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

Nice To Haves

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.

Responsibilities

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.