Enterprise Territory Manager Eastern Europe

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 worlds 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 youre 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.

On a daily basis you will:

• Generate new leads and opportunities within an assigned account set representing our high-potential customer base at Sonar via upselling and cross-selling which enables you to exceed your revenue targets on a quarterly and yearly basis.
• Take ownership of your book of business: document the buying criteria the buying process the next steps and owners and ensure pipeline accuracy based on evidence.
• Ensure that minimum requirements are established managed and maintained with customers such as quarterly business reviews.
• Onboard customers throughout their entire journey with SonarSource commercial products.
• Develop relationships with champions within existing customer accounts.
• Size and quote customer software license needs.
• Negotiate and close upgrades to existing implementations.
• Interact with customers over phone email video conference and on-site meetings when necessary.
• Support marketing efforts with account-based customer-focused marketing campaigns.
• Pro-actively engage in building growing and sharing sales team best practices.
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform.
• Utilize to set daily activity and accurately forecast opportunity pipeline.

The hard skills you will demonstrate:

• Proven successful 5 years of experience in a B2B sales role ideally in a SaaS or subscription model.
• Focus on building and managing customer relationships.
• Experience selling a technical product to a technical buyer.
• Proven expertise in account planning and prospecting using various channels and tools for prospecting such as Zoominfo LinkedIn calling and networking.
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating enterprise deals.
• Ability to drive the sales process effectively through phone calls emails and virtual and on-site meetings.
• Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach).
• lover; you know it and cant imagine sales without it.
• Customer-Centric focus; We Want Happy Customers.
• Written and spoken English

The soft skills you will demonstrate:

• 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.

Nice to have:

• Experience in a B2B sales role in a SaaS or subscription model.
• Experience in Software Development Tooling sales or experience selling into the Development side of IT.
• Experience with selling and closing deals internationally.

Why you will love it here:

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice.

We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550 SonarSourcers from 33 different nationalities can relate!

We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).

We have a growth mindset. We love to learn and believe that continuous education is critical to our an ever-changing industry new skills are a must and were happy to help our team acquire them.

We prioritize Diversity Equity and Inclusion:

At Sonar we are a global workforce and recognize the value of different backgrounds and global cultures.

We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race colour religion gender gender identity or expression sexual orientation national origin genetics disability age or veteran status.

All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.

In-office culture

Were intentional about this. We believe the best teams are built in the room together. Three anchor days Mondays Tuesdays and Thursdays create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted if thats not where you are today were happy to support relocation for the right person.

We value diversity equity and inclusion

At Sonar we believe that our diversity is our strength. We are a global company that values and respects different backgrounds perspectives and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants regardless of race color religion gender gender identity or expression sexual orientation national origin genetics disability age or veteran status.

If you need any accommodation please reach out to us at emailprotected .

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.

Required Experience:

Manager