Enterprise Territory Manager

Sonar Source

3-5 Years | Austin, TX, United States (On Site) | Full Time | 7 months ago
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Job Summary

Sonar is seeking a motivated Enterprise Territory Manager to evangelize code quality management and expand its customer base. The role involves engaging with developers and decision-makers across diverse industries to drive adoptions and highlight product value. Responsibilities include generating leads, building relationships, closing deals, providing account management, and participating in sales activities like calls, emails, and business reviews. The candidate will also support marketing campaigns, share best practices, and accurately report account information in the CRM. This position offers a chance to directly influence the Sales Team's direction and the company's growth trajectory, working within a dynamic culture focused on delivering clean code solutions.

Must Have

  • 3-5+ years of B2B sales experience
  • Experience hunting into Fortune 500 Companies
  • Experience selling to large enterprise prospects
  • Proficiency in communicating with executives
  • Ability to develop a business case and demonstrate ROI
  • Expertise in account planning and prospecting
  • Focus on building and managing customer relationships
  • Experience using MEDDPICCC or similar sales methodologies
  • Proficiency in Salesforce.com
  • Customer-centric focus
  • Professional level English speaking and writing skills

Good to Have

  • Experience in SaaS or subscription model sales
  • Experience selling software development tools to IT
  • Experience closing international deals

Perks & Benefits

  • Flexible comprehensive employee benefits package (90% company paid)
  • Robust time-off allocations
  • 401(k) plan with 4% match, fully vested on day one
  • Generous discretionary Company Growth Bonus
  • Fully paid parking in downtown Austin, Texas
  • Global workforce with employees in 20+ countries
  • Annual global kick-off event

Job Description

Why should I Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.

The impact you will have

Use your problem solving abilities and customer focus to evangelize the code quality management 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 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.

The experience you will need

    • Proven track record of success with 3-5+ years of experience in a B2B sales role.
    • 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 bottoms 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 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.
    • Salesforce.com 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.

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 selling a software development tool to the development side of IT (technical product to a technical buyer).
    • Experience with selling and closing deals internationally.

Benefits of working with Sonar

    • 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 representing 35+ unique nationalities.
    • We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.


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 success. In an ever-changing industry, new skills are a must, and we're 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.

7 Skills Required For This Role

Saas Business Models Account Management Prospecting Team Player Talent Acquisition Salesforce Monday