VP Sales, Americas

Sonar•Austin, TX

18d•Onsite

About The Position

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it â your internal team, genAI, or third parties â resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonarâs solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile. We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals. At Sonar, CODE is more than just an acronym â it's a mindset that defines daily operations. Why You Should Apply: At Sonar, weâre a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they donât. Our solutions donât just solve symptoms of problems â we help fix issues at the source â for all code, whether it's developer-written, AI-generated, or from third parties. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, weâre all about the mission: supercharge developers to build better, faster. The Impact You Will Have: Sonar is seeking a seasoned and transformational Vice President, Sales, Americas to serve as a key member of the senior management team who can capture the companyâs biggest growth opportunity in the Americas region. The Vice President, Americas has the significant responsibility of developing and executing a multi-faceted sales strategy to gain market share as well as build the highest levels of customer satisfaction and loyalty.

Requirements

Go-to-Market Complexity â Responsibility for a complex, platform/multi-product sales motion across field, inside and channel sales selling into a multi-segment (SMB to Enterprise) customer base. Experience across both net new and account management and can drive engagement cross-functionally within the region.
High Growth at Scale â Track record of leading an organization through rapid growth to $1B and beyond. Develops processes and strategies that enable the organization to scale with the business.
Modern SaaS â Experience within a cloud-native SaaS business, and track record of managing a predictable and repeatable recurring revenue business model.
Operational Rigor â Experience implementing complex strategy and operational improvements. Takes a data driven and efficiency-oriented approach to sales operations. Measurable success in improving sales enablement, hiring practices, productivity, sales strategy and programs.

Responsibilities

Scale and maintain a world-class Americas sales organization that sustains efficient and high long-term growth.
Create and drive new strategic go-to-market plans to meet company growth and market share goals through new logo acquisition and current customer expansion.
Assess the current sales methodologies and team structure to propose/implement necessary adjustments in order to optimize performance and build the infrastructure and incentives to facilitate further aggressive growth.
Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools such as spiffs and stack rankings.
Act as a strategic thought leader and advisor to the CRO and broader Executive Team; a true business leader and general manager.
Develop short and long-term market strategy and forecasts through market analysis and interpretation of data and communicate sales activities of execution and sales productivity with the senior management teams.
Leverage and develop strong customer relationships, consistently collecting and providing feedback on customer needs, market trends, and opportunities for continuous process, product, and solution improvement.
Build massive sales capacity and coverage, and develop a data-driven, metrics-centric sales operations function.
Work closely with functions and other executives across the organization to establish and develop a strong and collaborative partnership to ensure continued success.
Recruit, inspire, lead, mentor, and instill operational rigor into the sales organization, to capitalize on the market opportunity for Sonar.
Cultivate loyalty and strong followership within the Austin-based sales team by motivating and energizing the broader Americas Sales organization. Drive success through a hands-on, in-person presence three days a week in the local Austin office.
Inspire the team by clearly communicating Sonar's mission and vision, fostering alignment and engagement across both the sales force and the wider organization.