Major Territory Manager - West

Sonar • San Mateo, CA

2d • Hybrid

About The Position

Sonar is seeking a Major Territory Manager for the West region to evangelize code quality management and drive adoption of their AI code review and verification platform. This role involves engaging with developers and decision-makers across various industries and company sizes, with the opportunity to influence the Sales Team's direction. The position offers a chance to drive sales success and contribute to the company's growth in the AI software revolution.

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 larger (>100kUSD) 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.

Responsibilities

• Generate new leads and opportunities within an assigned account set, representing Sonar's largest and most strategic existing customer base through upselling and cross-selling.
• Ensure 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.

Benefits

• Flexible comprehensive employee benefit package.
• 25 days of PTO per calendar year (pro-rated based on start date), with additional time for sickness, life events, and holidays.
• 401(k) plan with a 4% match, fully vested on day one of participation.
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• Annual global kick-off event.
• Monthly catered events and team events.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed