Sales Manager - EMEA North

### **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. Sonar is looking for a results-driven Sales Manager to lead, coach, and grow a team of Account Executives driving new business and expansion revenue for our AI code verification and governance platform. You'll set your team's sales strategy, own pipeline and revenue growth, and develop reps into top performers, while partnering closely with Marketing, Customer Success, and Sales Operations to keep the sales motion healthy, predictable, and scalable. ### What You'll Do: - Lead, coach, and motivate a team of Account Executives to consistently meet or exceed quota - Own the team's pipeline: forecast accurately on a monthly and quarterly basis, review deals, and identify risks and opportunities early - Recruit, onboard, and train new sales talent, building a strong bench for future growth - Conduct regular 1:1s, deal reviews, and call/demo coaching sessions to develop rep skills - Partner with Sales Operations and Marketing to optimize territory planning, lead flow, and go-to-market execution - Analyze team performance metrics (win rate, average deal size, sales cycle length, activity levels) and act on insights - Set clear goals and KPIs for each team member and hold the team accountable to them - Champion Sonar's CODE values and foster a positive, high-performance team culture - Escalate and help resolve customer or deal issues as needed - Report on team performance and forecasts to senior sales leadership ### Experience & Qualifications: The ideal candidate will: - Have 10+ years of selling experience, including 5+ years of sales leadership experience - Have a proven track record of meeting or exceeding sales targets, both individually and as a team leader - Bring strong coaching and people-management skills, with experience developing reps at different skill levels - Communicate, negotiate, and present with excellence - Have experience with sales toolkits (e.g., Salesforce, Clari, Tableau) and sales forecasting/pipeline management - Take a data-driven approach to decision-making and performance management, leveraging AI-powered insights to identify trends and optimize team outcomes. - Hold a Bachelor's degree or equivalent practical experience - Must have experience selling in a B2B SaaS or technology environment - Ideally, have experience in free to fee paying motions and upsell driven by customer realisation of value. - Be familiar with sales methodologies such as MEDDIC/MEDDPICC, Value Selling, or Command of the Message - Demonstrate resilience, adaptability, and the capacity to thrive in fast-paced, dynamic settings