Sales Manager, Enterprise Expansion
Job Summary
Job Description
Sonar is looking for a Sales Manager, Enterprise Expansion to lead and manage a sales team of 7-10 individual contributors, focusing on achieving goals and quota attainment. This role involves monitoring KPIs, conducting 1:1s for deal reviews and coaching, and mentoring team members to maximize their potential. The manager will also strategize territory growth, create new business strategies with leadership, drive hiring, and support onboarding. A key responsibility is to foster a strong sales team culture and share best practices. The ideal candidate will utilize Salesforce.com and other tools to manage pipeline and forecast opportunities accurately, ensuring effective goal achievement and customer acquisition.
Must have:
- 2+ years of Sales Leadership experience
- 3+ years of B2B technology software sales
- Motivational and leadership skills
- Strong strategic selling skills
- Experience growing territories
- Strong communication skills
- Sales methodology experience
- Salesforce.com experience
Good to have:
- Experience with Command of the Message
Perks:
- Flexible comprehensive employee benefit package
- Robust time-off allocations
- 401(k) plan with 4% match
- Generous discretionary Company Growth Bonus
- Fully paid parking in downtown Austin
- Global workforce
- Annual company kick-off event
6 skills required
Job Details
Who is Sonar?
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, MasterCard, Siemens, and T-Mobile.
We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.
We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.
And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.
At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.
Why You Should Apply:
At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.
We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able 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: supercharge developers to build better, faster.
The Impact You Will Have:
Bring your team-building abilities and customer focus to help us evangelize the integrated code quality and code security philosophy that over 400,000 organizations have already chosen to adopt. You will use your leadership skills to help our team grow and sustainably achieve our goals. This happens with daily engagement, coaching, and mentoring the members of your sales team. You will also work across our organization with various teams to gain alignment and remove friction. You will also have the real ability to directly impact the direction and processes of the Sales Team and organization as we grow.
What You Will Do Daily:
- Lead and manage a Sales Team towards effective goal and quota attainment - consisting 7-10 individual contributors
- Monitor, manage and report on KPI’s of the business for your team, and for individuals
- Host weekly 1:1’s for team members to do deal reviews and coaching, as well as pipeline and sales process reviews, leveraging sales methodology
- Maximize the sales team’s effort by coaching, training, and mentoring each team member to their fullest potential
- Provide support and direction for the individual’s sales efforts by strategizing in their territory and supporting them in specific deals
- Work with the leadership team to create strategies and processes for driving new business
- Drive hiring and personnel management for the team
- Support the onboarding process of new team members and consistent learning inside the team
- Pro-actively engage in building, growing, and sharing sales team best practices
- Utilize Salesforce.com and other tooling to set activity and accurately forecast opportunity pipeline
The Experience You Will Need:
- 2+ years of proven Sales Leadership experience, managing individual contributors and owning a number
- 3+ years of proven successful experience in a technology software B2B sales role; ideally in a SaaS or subscription model
- Proven motivational, leadership, and team-building skills, passionate about helping people grow
- Strong strategic selling skills – assessing problems, prioritizing sales efforts, taking focused action, experience with Command of the Message a plus
- Experience in growing a territory through multiple channels; customer expansion, outbound prospecting, and channel partners
- Strong written and verbal communication and listening skills
- Experience in deploying and managing through specific sales methodologies
- Strong experience with Salesforce.com
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!).
- Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
- We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
- We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
- As the leader in our field, our products and services are as strong as our internal team members.
- We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.
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.
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.
All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
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