Sales Director - West

### **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. ### What you will do - Own the sales strategy and revenue targets for the entire region, translating company goals into a regional plan and quota model across multiple teams - Lead and develop a regional sales organization — including front-line managers and individual contributors — driving consistent goal and quota attainment - Define, monitor, and report on regional KPIs, pipeline health, and forecast accuracy to senior leadership, while still digging into individual deal-level metrics - Stay hands-on in the field: join key deals, lead executive-level conversations, and directly coach reps through complex or strategic opportunities alongside their managers - Run regular deal reviews, pipeline inspections, and coaching sessions, reinforcing sales methodology at both the manager and rep level - Build, scale, and mentor the regional team, developing front-line leaders and growing top talent into their next roles - Partner with cross-functional leadership (Marketing, Product, Channel, RevOps) to shape regional go-to-market strategy and build repeatable processes for new business - Own regional headcount planning, hiring, and personnel management across the territory - Set the standard for onboarding, enablement, and continuous learning across the region - Champion and codify sales best practices, ensuring they scale consistently across teams - Drive disciplined use of and related tooling to manage activity and deliver an accurate regional forecast ### Experience and qualifications - 5+ years of proven sales leadership experience, including managing managers and/or multiple teams while owning a regional number - 5+ years of successful technology software B2B sales experience; ideally in a SaaS or subscription model - Demonstrated success building and scaling sales organizations, with a track record of developing front-line leaders - Strong strategic and operational planning skills — territory design, resource allocation, and forecasting at a regional level - Proven motivational, leadership, and team-building skills, with a passion for growing both reps and managers - Strong strategic selling skills — assessing problems, prioritizing sales efforts, and taking focused action; experience with Command of the Message a plus - Experience growing a region through multiple channels: customer expansion, outbound prospecting, and channel partners - Excellent written and verbal communication, executive presence, and listening skills - Experience deploying and managing through specific sales methodologies at scale - Strong experience with and sales analytics tooling