Sales Manager - EMEA West

Sonar•Geneva, IL

1d•Onsite

About The Position

Sonar is seeking a results-driven Sales Manager to lead, coach, and grow a team of Account Executives. This role is responsible for driving new business and expansion revenue for Sonar's AI code verification and governance platform. The Sales Manager will set the team's sales strategy, own pipeline and revenue growth, and develop representatives into top performers. This position requires close collaboration with Marketing, Customer Success, and Sales Operations to ensure a healthy, predictable, and scalable sales motion. Sonar is a leader in AI code verification and governance, helping over 75% of the Fortune 100 build trusted, reliable, and compliant software. The company operates globally with hubs in various locations and is experiencing fast-paced, profitable growth.

Requirements

10+ years of selling experience
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
Ability to communicate, negotiate, and present with excellence
Experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management
Data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes
Bachelor's degree or equivalent practical experience
Experience selling in a B2B SaaS or technology environment
Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings
Must be genuinely based in the location the role is posted (relocation support available)

Nice To Haves

Experience in free to fee paying motions and upsell driven by customer realization of value
Familiarity with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message

Responsibilities

Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota
Own the team's pipeline: forecast accurately on a monthly and quarterly basis, review deals, and identify risks and opportunities early
Recruit, onboard, and train new sales talent, building a strong bench for future growth
Conduct regular 1:1s, deal reviews, and call/demo coaching sessions to develop rep skills
Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution
Analyze team performance metrics (win rate, average deal size, sales cycle length, activity levels) and act on insights
Set clear goals and KPIs for each team member and hold the team accountable to them
Champion Sonar's CODE values and foster a positive, high-performance team culture
Escalate and help resolve customer or deal issues as needed
Report on team performance and forecasts to senior sales leadership