Major Territory Manager (Remote)

### **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. ### About the role Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory! ### What you will do - Pipeline Agency & Math: Taking full ownership of your revenue engine by managing 30–40+ active opportunities; you treat SDR support as a multiplier, not a crutch. - Manufacturing Urgency: Proactively pivoting long-cycle enterprise "evaluations" into 30-day transactions by identifying high-stakes "Why Now" business drivers. - SDR Partnership & Strategy: Collaborating with your SDR to map Tier 1 accounts, ensuring a relentless "hunter" mindset is applied to every target. - Friction Removal: Navigating complex security and legal hurdles for deals using standardized processes to prevent cycle bloat. - AI-Leveraged Execution: Using AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity at velocity. ### Experience and qualifications - Enterprise Pedigree: 8+ years selling technical solutions into large/global companies with a track record of navigating complex stakeholder maps. - High-Volume Execution: Proven ability to thrive in a fast-paced inside sales environment. You're just as comfortable closing a $50k deal as you are navigating a $150k, $250k, or $500k opportunity — and you know how to manage both motions without losing momentum on either end. - Operational Discipline: Expert-level "pipeline math" fluency; you know your conversion ratios and take pride in a high-activity calendar. - Resilience & "Slickness": A "closer" mindset that prioritizes momentum over nurturing, with the professional confidence to disqualify slow-moving leads. - Digital Fluency: Advanced use of AI and modern sales tech to create leverage and speed in your daily workflow.