Enterprise Territory Manager

Job Overview

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies.

Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, Master Card, Siemens, and T‑Mobile.

• Employ value based selling to generate new leads and opportunities within an assigned set of Enterprise accounts, representing our largest and most strategic prospects and customers 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 by providing proactive and strategic 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.

• Proven track record of success with 3‑5+ years of experience in a B2B sales role with at least a 2 years selling a technical software product.
• Significant experience hunting into Fortune 500 Companies, both landing new logos and growing an existing footprint.
• Familiarity in supporting and selling to large enterprise prospects and customers and managing and negotiating larger (100K+) enterprise deals.
• Proficiency in communicating with executive level contacts and delivering value based messages to sell with both a top‑down and bottom‑up approach.
• Ability to develop a business case and demonstrate ROI based on the persona you are engaging with.
• 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 Zoom Info, Linked In 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.

• Experience in a B2B sales role in a SaaS or subscription model.
• Experience selling a software development tool to the development side of IT (technical product to a technical buyer).
• Experience with selling and closing deals internationally.

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time‑off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries…