Enterprise Territory Manager - DACH

Job description

### **Who is Sonar?** 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,, 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. ### On a daily basis, you will - 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 to set daily activity and accurately forecast opportunity pipeline. ### The hard skills you will demonstrate - 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). - 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. ### The soft skills you will demonstrate - Solid communication and listening skills: handling objections and taking feedback and coaching. - Team player interested in seeing the company goals achieved alongside the team and individual goals. - Self-driven and proactive attitude. ### Nice to have - 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.