Mid-Market Territory Manager - West Coast

### **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. **The Impact You Will Have:** Use your problem solving abilities and customer focus to evangelize the AC/DC 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 Daily: - Employ value based selling to generate new leads and opportunities within an assigned set of Mid-Market accounts, representing the volume of prospects and customers that make up the high velocity sales motion at Sonar. - Build relationships with buyers and develop champions to land, and then expand our footprint across the organization by standardizing the use of Sonar. - Size and quote software licensing needs, negotiating and closing both new customers as well as upgrades to existing implementations. - Ensure continuous relationship management and successful renewal via proactive account management. - Conduct activities such as calls, emails, video/in person meetings and quarterly business reviews as needed. - Enable smooth customer onboarding and adoption throughout their entire journey with Sonar commercial products. - Work in both direct and indirect sales motions, partnering with channel managers and SDR’s to successfully multi-thread and maximize account penetration. - Support marketing efforts with account-based customer-focused marketing campaigns. - Proactively engage in building, growing and sharing sales team best practices. - Accurately capture and report all aspects of account and opportunity information in the CRM platform. - Utilize Salesforce to set daily activity and accurately forecast opportunity pipeline. ### The Experience You Will Need: - Proven track record of success with 2+ years of experience in a B2B sales role with at least a year selling a technical software product. - Familiarity in supporting and selling to Mid-Market customers and managing and negotiating in a volume and velocity sales motion. - Proficiency in delivering value based messages, developing a business case and demonstrating ROI to engage and sell to different personas across the organization. - Ability to drive the sales process effectively through phone calls, emails, and virtual and onsite meetings. - Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as ZoomInfo, LinkedIn Navigator and 6sense. Focus on building and managing customer relationships, with a view to maximizing customer retention. - Experience using MEDDPICCC or other similar sales methodologies. - lover - you know it and can’t imagine sales without it. - Customer centric focus - we want happy customers. - English spoken and written at a professional level. - 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.