About the Position

Enterprise Territory Manager - DACH

Location: Geneva, Switzerland

Employment Type: Full-Time, On-site

About the Role

At Sonar, we are driving the future of agent-centric software development. As the leader in AI code verification and governance, we ensure that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. We are seeking an Enterprise Territory Manager - DACH to join our GoToMarket – Sales EMEA team.

Responsibilities

Generate new leads and opportunities within an assigned account set, representing our high-potential customer base at Sonar via upselling and cross-selling.
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 Salesforce.com to set daily activity and accurately forecast opportunity pipeline.

Requirements

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).
Salesforce.com lover; you know it and can’t imagine sales without it.
Customer-Centric focus; We Want Happy Customers.
Written and spoken English at a professional level.

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.

We Offer

In-office culture: 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.
Relocation support: Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.
Diversity, equity, and inclusion: We value and respect 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.

About the Company

Sonar is 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 [email protected].

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.

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Enterprise Territory Manager - DACH

Job description